Channel Development Manager - Ohio Valley

Rubrik Job Board•Carapichaima, MI

About The Position

The Channel Development Manager (CDM) builds and manages relationships between Rubrik and key regional and national channel partners across the Ohio Valley Region, covering Michigan, Ohio, and Kentucky. The role works with Rubrik Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations teams to attain and exceed sales performance goals. The CDM grows regional channel business through strategic partner planning, partner enablement, sales acceleration, and pipeline-generation activities. The role develops distribution and regional channel partners, improves market and vertical sales coverage, and helps partners identify, qualify, and close opportunities, including Partner Initiated Deals and proofs of concept. The CDM also builds relationships with partner decision-makers and delivers training and events for partner and end-customer audiences.

Requirements

Hard-working, self-driven, highly motivated, and collaborative.
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 opportunities, and close them with partners in close coordination with Rubrik Account Teams.
Experience working with local regional channel partners or distributors.
Experience with quarterly and yearly planning of sales activities.
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 trainings and presenting at reseller and end-customer events.
Experience supporting partners in identifying opportunities and closing projects.
Team-oriented work experience.
Ability to report numbers and activities and forecast.
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 develop joint solutions with Rubrik.

Responsibilities

Drive focus on Rubrik technologies and products to increase revenue and the number of Partner Initiated Deals.
Manage existing distribution and regional channel partners and grow those relationships to improve market and vertical sales and support coverage.
Arrange account mappings and meetings between partners and Rubrik staff to qualify target accounts and opportunities leading to Partner Initiated Deals and proofs of concept.
Conduct enablement sessions for partner field sales and systems engineering staff so partners can operate self-sufficiently.
Build relationships with partner decision-makers and key contacts to establish strategic partnerships.
Plan partner sales activities quarterly and annually.
Implement marketing plans and coordinate marketing activities.
Identify, develop, and acquire new partners.
Encourage existing partners in their sales activities and execute channel programs.
Lead sales and product training and present at reseller and end-customer events.
Work with partners to identify opportunities and close projects in coordination with Rubrik Account Teams.
Report sales figures and activities and perform forecasting.