Channel Development Manager - Texas/Gulf Coast

Rubrik • Houston, TX

2d

About The Position

The Channel Development Manager (CDM) builds and manages relationships between Rubrik and key regional and national channel partners across the Texas Gulf Coast Region, including Texas, Alabama, Mississippi, and Louisiana. The role works with Rubrik Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations teams to achieve and exceed sales performance goals.

The CDM grows regional channel business through strategic partner planning, partner enablement, sales acceleration, and pipeline generation. The role focuses on increasing revenue and Partner Initiated Deals, expanding distribution and regional channel partner coverage, developing partner relationships, and coordinating with Rubrik colleagues to qualify opportunities and support proofs of concept. The CDM also trains partner sales and systems engineering teams and helps partners become self-sufficient.

Requirements

• Hard-working, self-driven, and highly motivated, with strong team spirit.
• Strong knowledge of the data management, data protection, or storage market.
• Strong relationships and a good reputation with key partners in the assigned region.
• Able to present to large audiences and host events for partners and end customers.
• Able to identify and initiate partner deals, work on them, and close them in close coordination with Rubrik account teams.
• Experience working with local regional channel partners or distributors.
• Ability to plan sales activities quarterly and annually.
• Ability to implement marketing plans and coordinate marketing activities.
• Ability to identify, develop, and acquire new partners.
• Demonstrated success encouraging existing partners in their sales activities and executing channel programs.
• Experience leading sales and product training and running sales activities with partners.
• Experience supporting partners in identifying opportunities and closing projects.
• Teamwork experience and ability to work collaboratively.
• Ability to report numbers and activities and perform forecasting.
• Experience selling competitive solutions and extensive experience in backup and recovery.
• Experience working with vendors such as CrowdStrike, Zscaler, Pure Storage, and Nutanix, and understanding their value propositions and how to build joint solutions with Rubrik.

Responsibilities

• Drive partner focus on Rubrik technologies and products to increase revenue and Partner Initiated Deals.
• Manage existing distribution and regional channel partners and grow partner coverage across markets and verticals.
• Arrange account mapping and meetings between partners and Rubrik staff to qualify target accounts and opportunities, including Partner Initiated Deals and proofs of concept.
• Conduct enablement sessions for partner field sales and systems engineering staff.
• Build strong relationships with partner decision makers and key personnel to establish strategic partnerships.
• Plan sales activities quarterly and annually.
• Implement marketing plans and coordinate marketing activities.
• Identify, develop, and acquire new partners.
• Encourage existing partners' sales activities and execute channel programs.
• Lead sales and product training and present at reseller, end-customer, and partner events.
• Work with partners and Rubrik account teams to identify opportunities, develop deals, and close projects.
• Report sales numbers and activities and prepare forecasts.
• Develop joint solutions with vendors such as CrowdStrike, Zscaler, Pure Storage, and Nutanix.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed