Regional Manager, Channel Central
As the Regional Manager, Channels - Central Region, you will be responsible for leading, scaling, and driving the channel go-to-market (GTM) strategy across a high-growth territory spanning the Central United States. You will recruit, mentor, and elevate a team of Channel Development Managers (CDMs) who cultivate strategic relationships with key regional partners, national solution providers, and elite resellers.
In this senior leadership role, you will act as a critical bridge between Rubrik’s Central channel ecosystem and internal executive stakeholders across Field Sales, Systems Engineering, Global Alliances, Channel Marketing, and Sales Operations. You will own the Central Region's channel revenue targets, drive joint pipeline generation, and shape high-impact partner strategies that align with Rubrik’s long-term enterprise growth objectives.
What You’ll Be Doing:
Regional Strategy & Ownership: Formulate and execute a comprehensive GTM channel strategy across the Central Region to accelerate revenue growth, expand market share, and maximize partner productivity.
Executive Partner Alignment: Establish and nurture deep relationships with executive and C-suite leadership across key regional and national partner organizations to keep Rubrik top-of-mind as a strategic vendor.
Field Sales Integration: Partner closely with Central Region Sales Leadership to align channel strategies directly with enterprise account plans, joint account mapping, and field sales engagement.
Talent Leadership: Recruit, coach, and develop a team of Channel Development Managers (CDMs). Drive a culture of accountability, operational excellence, and high performance.
Execution & Quota Attainment: Guide team execution toward aggressive monthly, quarterly, and annual pipeline generation and revenue targets, stepping in as executive sponsorship on strategic enterprise opportunities.
Budget & MDF Optimization: Direct and allocate regional Market Development Funds (MDF) and enablement budgets, prioritizing investments that drive measurable ROI, demand generation, and partner loyalty.
Forecasting & Pipeline Rigor: Implement rigorous forecasting, pipeline analytics, and Quarterly Business Reviews (QBRs) to maintain channel visibility, account coverage, and revenue predictability.
Cross-Functional Collaboration: Mobilize internal resources across Systems Engineering, Alliances, Marketing, and Operations to equip partners with technical enablement, co-selling tools, and deal registration support.
Experience You’ll Need:
Overall Experience: 7–10 years of progressive experience in enterprise IT Channel Sales, Partner Management, or Strategic Alliances within the cybersecurity, data management, cloud, or SaaS sectors.
Leadership Experience: 5+ years of direct people management experience leading a team of channel sales professionals (CDMs/CAMs).
Proven Performance: A consistent track record of exceeding multi-million-dollar regional quotas, accelerating partner revenue, and driving joint enterprise sales campaigns.
Strategic Acumen: Deep expertise in partner business models, GTM planning, target account selling, and consultative solution-selling techniques.
Executive Presence: Outstanding written and verbal communication skills with the confidence to influence partner executives and internal cross-functional leaders.
Regional Ecosystem Knowledge: Strong familiarization with the Central US partner ecosystem (VARs, MSPs, Systems Integrators, and National Partners).
Education: Bachelor’s Degree in Business, Marketing, Computer Science, or related field preferred (or equivalent practical experience).
Leadership & Values: A strong role model for Rubrik’s core values—fostering cross-functional collaboration, strategic thinking, and an inclusive, winning team culture.
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