Channel Development Manager

Overview

As Channel Development Manager UKI, you own and optimize Rubrik’s partner ecosystem across resellers and distributors to generate repeatable pipeline and Partner Initiated Deals. You will lead joint business planning, enable partner sales, and drive access to partner customer bases in the UKI. You enable partners to position and deploy Rubrik from day one, while expanding reach into mid-market and public sector. This is a strategic, autonomous role with strong impact on growth.

Responsibilities

• Build and execute joint business plans with key UKI resellers and distributors to clarify growth paths for partners and Rubrik.
• Drive Partner Initiated Deals and net-new pipeline with partner sales teams alongside Rubrik Account Executives.
• Run account mapping and joint planning sessions to access partner customer bases, including new logos.
• Lead enablement for partner sales and SE teams to enable Rubrik positioning, demos, and deployment by partners.
• Develop and manage distribution relationships to extend Rubrik’s mid-market and public sector reach.
• Identify, onboard and grow new partners to fill regional, vertical, or solution gaps.
• Collaborate with Channel Marketing and Field Marketing to plan partner and customer events and campaigns.
• Build trusted relationships with senior decision-makers at partners to establish Rubrik as a strategic vendor.
• Report on partner performance, pipeline and forecast to Channel and Sales leadership.

Key requirements

• Strong track record in a channel development, channel sales or partner management role at a technology vendor.
• Good working knowledge of 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 coordination with direct sales teams.
• Experience running quarterly and annual planning for partner sales activity and forecasting.

• Collaborative approach to cross-functional work (Sales, Systems Engineering, Marketing, Alliances, Sales Ops)
• Confident presenting to large audiences
• Relationship building with senior partners
• Knowledge of data protection, data management, cybersecurity or storage markets
• Partner enablement and training program experience
• Experience building joint solutions with adjacent security and infrastructure vendors

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