Federal Channel Development Manager

Channel Development Manager, Federal

As a Federal Channel Development Manager (CDM) you will build & manage relationships between Rubrik and key Federal partners. In this role, you will work with cross-functional teams from Rubrik’s Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions, as they will be key resources for you to leverage to attain and exceed sales performance goals. 

Day-to-Day

CDM’s will grow the Federal channel business in your regions through strategic partner planning, enablement, and driving sales acceleration and pipeline generation activities. 

Where you can make an impact:

• Driving Rubrik focus around technologies/products and increase revenues and number of Partner Initiated Deals.
• Managing existing and the growth of Distribution and Federal Channel partners that will allow better market and vertical sales/support coverage.
• Arrange account mappings and meetings with other Rubrik staff with partners to qualify target accounts and opportunities that will lead to Partner Initiated Deals and POCs.
• Doing Enablement sessions to train our partners field sales/SE staff to ensure we have self-sufficient partners
• Build up strong relationship to relevant decision makers and key persons within those partners to get the right and needed attention to be set as strategic partner with them. 

Who you are:

• Hard working, self-driven and highly motivated individual with great team spirit
• Strong knowledge about the Data Management / Data Protection / Storage market
• Great relation and reputation with assigned federal partners
• Able to present in front of bigger audience and hosting events with and for partners and end-customers
• Able to identify and initiate deals with partners, work on deals and close them with a partner in close sync with Rubrik Federal Account Teams

Ideal background:

• Experience working with regional federal partners or distributors
• Effective at quarterly and yearly planning of sales activities
• Ability to implement marketing plans and coordination of marketing activities
• Able to identify, develop and aquire new partners
• Display repeated success in encouraging existing partners in their sales activities
• Strong ability to execute channel programs
• Led sales and product trainings
• Strong presenter on reseller and end-customer events
• Successfully run sales activities with partners
• Worked supporting partners in identifying opportunities and closing projects
• Worked in teams and is used to work as a team player
• Knows how to report numbers and activities, and do forecasting
• Sold competitive solutions and has an extensive experience in Backup and Recovery
• Worked with vendors like Pure Storage, Nutanix and others together and understands their value proposition and how to build up a joint solution with Rubrik

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Rubrik (NYSE: RBRK) is on a mission to secure the world’s data. With Zero Trust Data Security™, we help organizations achieve business resilience against cyberattacks, malicious insiders, and operational disruptions. Rubrik Security Cloud, powered by machine learning, secures data across enterprise, cloud, and SaaS applications. We help organizations uphold data integrity, deliver data availability that withstands adverse conditions, continuously monitor data risks and threats, and restore businesses with their data when infrastructure is attacked.

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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 ac