Channel Development Manager, UK

at  Rubrik Job Board

As Channel Development Manager for UKI, you will grow the channel business in the UKI region through strategic partner planning, enablement, and driving sales acceleration and pipeline generation activities.

Where you can make an impact:

• Develop and grow Rubrik focus partners to increase pipeline and revenue of the partner attached business, both resell and managed services.
• Get access to the partner customer base (existing to the partner, new logo to Rubrik), improve the partner’s deployment skills to install and run Rubrik at a high customer satisfaction level and add Rubrik to existing partner solutions.
• Managing existing and the growth of Distribution and regional Channel partners that will allow better market and vertical sales/support coverage.
• Amplify Rubrik’s success by leveraging the Technology Alliances (eg. MSFT, AWS, NetApp, Nutanix).
• Arrange account mappings and meetings with the Rubrik sales team with partners to qualify target accounts and opportunities that will lead to Partner Initiated Deals and POCs.
• Doing Enablement sessions to train our partners field sales/SE staff to ensure we have self-sufficient partners
• Collaborate with the Rubrik marketing team to plan and execute marketing campaigns through your focus partners.
• Build up strong relationship to relevant decision makers and key persons within those partners to get the right and needed attention to be set as strategic partner with them.
• Report channel metrics and progress to regional channel and sales leadership.
• Who you are:
• Hard working, self-driven and highly motivated individual with great team spirit
• Strong knowledge about the Data Management / Data Protection / Storage and Security market.
• Great relation and reputation with key partners in assigned region
• Able to present in front of bigger audience and hosting events with and for partners and end-customers
• Able to identify and initiate deals with partners, work on deals and close them with a partner in close sync with Rubrik Account Teams
• Have done the job before with success for multiple years, in an adjacent space, and with similar partners.
• Have passion and vision for the role.
• Conscientious and structured approach to projects, methodical.

Ideal background:

• Ideally have a minimum of 3+ years experience working in a partnerships role at a vendor (ideally with Softcat being one of the main partners)
• Used to do quarterly and yearly planning of sales activities
• Has done and worked out marketing plans and coordination of marketing activities
• Able to do identification, acquisition and development of new partners
• Shown success in encouragement of existing partners in their sales activities
• Knows how to execute channel programs while working closely together with field sales
• Has done sales and product trainings. Good communicator and relationship builder.
• Strong presenter on reseller and end-customer events
• Successfully run sales activities with partners and sales teams
• Worked supporting partners in identifying opportunities and closing projects
• Worked in teams and is used to work as a team player with all other functions
• Knows how to report numbers and activities, and do forecasting
• Sold competitive solutions and has an extensive experience in data protection and security.

Please refer the Job description for details