Channel Development Manager

Rubrik

Location: London, UK · United Kingdom - Remote
Workplace: Remote
Department: Sales
Seniority: Manager

Description

About Team & About Role

Rubrik's Channel team is how we bring cyber resilience to the organisations across the UK and Ireland that people rely on every day, including hospitals, banks, government bodies and utilities. As Channel Development Manager for UKI, you'll own the relationships with our reseller and distribution partners and turn them into a repeatable engine for pipeline and Partner Initiated Deals. This is an individual contributor role with real autonomy over which partners you invest in, how you plan with them, and how fast you help them grow.

What You'll Do

• Build and execute joint business plans with key UKI resellers and distributors, so partners have a clear path to growing their Rubrik business and Rubrik has a clear view of where it will come from.

• Drive Partner Initiated Deals and net-new pipeline by working with partner sales teams to identify, qualify and close opportunities alongside Rubrik Account Executives.

• Run account mapping and joint planning sessions between Rubrik field teams and partners, opening access to partner customer bases, both existing accounts and new logos.

• Lead enablement for partner sales and SE teams, so partners can position, demo and deploy Rubrik independently and customers see value from day one.

• Develop and manage distribution relationships, using them to extend Rubrik's reach into the mid-market and public sector.

• Identify, onboard and grow new partners that fill gaps in regional, vertical or solution coverage.

• Work with Channel Marketing and Field Marketing to plan and host partner and customer events and campaigns that put Rubrik in front of the right buyers.

• Build trusted relationships with senior decision-makers at your partners, earning Rubrik a place as a strategic vendor in their portfolio.

• Report on partner performance, pipeline and forecast to Channel and Sales leadership, giving the business a clear read on UKI.

Experience You'll Need

• Strong track record in a channel development, channel sales or partner management role at a technology vendor, working with resellers and distributors.

• Good working knowledge of the data protection, data management, cybersecurity or storage market.

• Established relationships and a strong reputation with UKI partners and distributors.

• Experience identifying, initiating and closing deals with partners in close coordination with direct sales teams.

• Experience running quarterly and annual planning for partner sales activity and reporting on pipeline and forecast.

• Confidence presenting to larger audiences and hosting events with partners and end customers.

• A collaborative approach to working across Sales, Systems Engineering, Marketing, Alliances and Sales Operations.

Preferred Qualifications

• Experience selling or partnering on competitive backup and recovery or cyber resilience solutions.

• A background running partner enablement or training programmes.

• Experience building joint solutions with adjacent security and infrastructure vendors (e.g. identity, endpoint, network or storage).

• Experience acquiring and onboarding new partners.

Join Us in Securing and Accelerating the World's AI Transformation

Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.

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Inclusion @ Rubrik

At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.

Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.

Our inclusion strategy focuses on three core areas of our business and culture:

Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.

Equal Opportunity Employer/Veterans/Disabled

Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, protected veteran status, or any other status protected by applicable law. Rubrik provides equal employment opportunities to employees and applicants in all terms and conditions of employment, including recruiting, hiring, promotion, compensation, training, leave, and termination.

Rubrik provides reasonable accommodations to qualified applicants and employees with disabilities in accordance with applicable law. If you need an accommodation to participate in the application process or to perform your job, please contact [email protected]. Accommodations may include changes to the application process, documents in an alternate format, a sign language interpreter, or specialized equipment.

EEO IS THE LAW

NOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS

Skills

Cybersecurity