Channel Development Manager - Texas/Gulf Coast

Rubrik Job Board•Austin, TX

About The Position

The Channel Development Manager 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 collaborates with Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations to attain and exceed sales performance goals. The manager grows regional channel business through strategic partner planning, enablement, sales acceleration, and pipeline generation. The position focuses on increasing revenue and Partner Initiated Deals, expanding distribution and regional channel partner coverage, developing partner relationships, and supporting joint opportunity qualification and closure. Rubrik describes itself as the Security and AI Operations Company, providing a platform at the intersection of data, identity, and AI for agentic cyber resilience and trusted AI operations. Rubrik also states its commitment to inclusion, equal opportunity, and reasonable accommodations for applicants and employees with disabilities.

Requirements

Hard-working, self-driven, highly motivated, and able to work as part of a team.
Strong knowledge of the data management, data protection, or storage market.
Strong relationships and 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 deals, and close them in close coordination with Rubrik Account Teams.
Experience working with local regional channel partners or distributors.
Effective at quarterly and yearly planning of sales activities.
Ability to implement marketing plans and coordinate marketing activities.
Ability to identify, develop, and acquire new partners.
Repeated success encouraging existing partners in their sales activities.
Strong ability to execute channel programs.
Experience leading sales and product trainings.
Strong presentation skills for reseller and end-customer events.
Experience running sales activities with partners and supporting partners in identifying opportunities and closing projects.
Experience working in teams and as a team player.
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 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 the partner base 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 to train partner field sales and systems engineering staff and help partners become self-sufficient.
Build relationships with decision makers and key contacts at partner organizations to establish strategic partnerships.
Identify, initiate, develop, and acquire partner opportunities, and work with partners and Rubrik Account Teams to advance and close deals.
Plan sales activities quarterly and annually.
Implement marketing plans and coordinate marketing activities.
Execute channel programs and partner sales activities.
Lead sales and product training and present at reseller and end-customer events.
Report sales figures and activities and conduct forecasting.
Work with partner vendors to develop joint solutions with Rubrik.