Channel Development Manager
About Team & About Role
Rubrik's Channel team is how we bring cyber resilience to the organisations across the UK and Ireland that people rely on every day, including hospitals, banks, government bodies and utilities. As Channel Development Manager for UKI, you'll own the relationships with our reseller and distribution partners and turn them into a repeatable engine for pipeline and Partner Initiated Deals. This is an individual contributor role with real autonomy over which partners you invest in, how you plan with them, and how fast you help them grow.
What You'll Do
• Build and execute joint business plans with key UKI resellers and distributors, so partners have a clear path to growing their Rubrik business and Rubrik has a clear view of where it will come from.
• Drive Partner Initiated Deals and net-new pipeline by working with partner sales teams to identify, qualify and close opportunities alongside Rubrik Account Executives.
• Run account mapping and joint planning sessions between Rubrik field teams and partners, opening access to partner customer bases, both existing accounts and new logos.
• Lead enablement for partner sales and SE teams, so partners can position, demo and deploy Rubrik independently and customers see value from day one.
• Develop and manage distribution relationships, using them to extend Rubrik's reach into the mid-market and public sector.
• Identify, onboard and grow new partners that fill gaps in regional, vertical or solution coverage.
• Work with Channel Marketing and Field Marketing to plan and host partner and customer events and campaigns that put Rubrik in front of the right buyers.
• Build trusted relationships with senior decision-makers at your partners, earning Rubrik a place as a strategic vendor in their portfolio.
• Report on partner performance, pipeline and forecast to Channel and Sales leadership, giving the business a clear read on UKI.
Experience You'll Need
• Strong track record in a channel development, channel sales or partner management role at a technology vendor, working with resellers and distributors.
• Good working knowledge of the data protection, data management, cybersecurity or storage market.
• Established relationships and a strong reputation with UKI partners and distributors.
• Experience identifying, initiating and closing deals with partners in close coordination with direct sales teams.
• Experience running quarterly and annual planning for partner sales activity and reporting on pipeline and forecast.
• Confidence presenting to larger audiences and hosting events with partners and end customers.
• A collaborative approach to working across Sales, Systems Engineering, Marketing, Alliances and Sales Operations.
Preferred Qualifications
• Experience selling or partnering on competitive backup and recovery or cyber resilience solutions.
• A background running partner enablement or training programmes.
• Experience building joint solutions with adjacent security and infrastructure vendors (e.g. identity, endpoint, network or storage).
• Experience acquiring and onboarding new partners.