National Distribution Manager

Rubrik•Austin, TX

About The Position

Distribution Channel Manager The Distribution Channel Manager will be directly responsible for activating, managing, and generating significant pipeline and revenue growth from the long tail of partners through our designated national distribution channels. This role requires a strong focus on maximizing our market reach and accelerating the adoption of Rubrik's solutions across the broadest possible ecosystem. You will manage the relationship with our national distributors and maintain strategic oversight of several non-named partners through onboarding, activation and enablement. You will leverage cross-functional teams including Field Sales, Systems Engineering, Marketing, and Alliances to achieve and exceed sales performance goals by scaling our business through distribution. Where You Can Make an Impact: 1. Distribution Strategy and Long-Tail Activation (Core Focus) Own the Distribution Relationship: Develop and manage strategic relationships with key decision-makers within our national distributors (Disti) to align on aggressive revenue growth and activation strategies. Scale the Long Tail: Design and execute programs, incentives, and enablement motions specifically targeted at generating consistent revenue from the high volume, low average deal size partners served by the distribution channel. Drive Operational Excellence: Ensure optimal utilization of distribution services (e.g., inventory, credit, fulfillment, transaction management) to streamline the partner experience and accelerate sales velocity. Disti-Led Enablement: Spearhead scalable sales and technical enablement initiatives (webinars, training, incentives) facilitated through distribution to rapidly onboard and activate new partners and drive mindshare. 2. Strategic Partner Management Emerging Partner Oversight: Manage the strategic relationship and comprehensive business planning with designated Distribution Managed Partners Business Planning: Author strategic business plans with distributors and partners to define, obtain, and surpass annual revenue target goal(s). Drive Partner-Initiated Deals: Identify and facilitate opportunities that will lead to Partner Initiated Deals and Proof of Concepts (POCs) through targeted account mapping and enablement sessions with field sales teams. Data Management Growth: Focus on activating overall data management platform solution growth with these emerging national partners. 3. Cross-Functional Leadership Orchestrate Sales Alignment: Arrange account mapping sessions and meetings with Rubrik Account Executives and partners to define territory plans and ensure effective collaboration. Communicate and Align: Communicate and align with senior internal and external leadership (partner, distributor, and Rubrik) to provide transparent business updates and secure executive support. Cross-Functional Collaboration: Collaborate closely with Sales and Partner Marketing to develop targeted, scalable campaigns and demand generation activities that can be effectively deployed through the distribution network. The minimum and maximum base salaries for this role are posted below; this role is also eligible to earn commissions pursuant to the Company’s written Incentive Compensation Plan. Additionally, the role is eligible for equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

Responsibilities

Develop and manage strategic relationships with key decision-makers within our national distributors (Disti) to align on aggressive revenue growth and activation strategies.
Design and execute programs, incentives, and enablement motions specifically targeted at generating consistent revenue from the high volume, low average deal size partners served by the distribution channel.
Ensure optimal utilization of distribution services (e.g., inventory, credit, fulfillment, transaction management) to streamline the partner experience and accelerate sales velocity.
Spearhead scalable sales and technical enablement initiatives (webinars, training, incentives) facilitated through distribution to rapidly onboard and activate new partners and drive mindshare.
Manage the strategic relationship and comprehensive business planning with designated Distribution Managed Partners
Author strategic business plans with distributors and partners to define, obtain, and surpass annual revenue target goal(s).
Identify and facilitate opportunities that will lead to Partner Initiated Deals and Proof of Concepts (POCs) through targeted account mapping and enablement sessions with field sales teams.
Focus on activating overall data management platform solution growth with these emerging national partners.
Arrange account mapping sessions and meetings with Rubrik Account Executives and partners to define territory plans and ensure effective collaboration.
Communicate and align with senior internal and external leadership (partner, distributor, and Rubrik) to provide transparent business updates and secure executive support.
Collaborate closely with Sales and Partner Marketing to develop targeted, scalable campaigns and demand generation activities that can be effectively deployed through the distribution network.