<p class="s4"><strong><span class="s2">About Team & About Role</span></strong></p> <p class="s3"><span class="s5">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.</span></p> <p class="s4"><strong><span class="s2">What You'll Do</span></strong></p> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">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.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Drive Partner Initiated Deals and net-new pipeline by working with partner sales teams to identify, qualify and close opportunities alongside Rubrik Account Executives.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">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.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Lead enablement for partner sales and SE teams, so partners can position, demo and deploy Rubrik independently and customers see value from day one.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Develop and manage distribution relationships, using them to extend Rubrik's reach into the mid-market and public sector.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Identify, onboard and grow new partners that fill gaps in regional, vertical or solution coverage.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">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.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Build trusted relationships with senior<span class="Apple-converted-space"> </span></span><span class="s5">decision-makers</span><span class="s5"><span class="Apple-converted-space"> </span>at your partners, earning Rubrik a place as a strategic vendor in their portfolio.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Report on partner performance, pipeline and forecast to Channel and Sales leadership, giving the business a clear read on UKI.</span></div> <p class="s4"><strong><span class="s2">Experience You'll Need</span></strong></p> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Strong track record in a channel development, channel sales or partner management role at a technology vendor, working with resellers and distributors.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Good working knowledge of the data protection, data management, cybersecurity or storage market.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Established relationships and a strong reputation with UKI partners and distributors.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Experience identifying, initiating and closing deals with partners in close coordination with direct sales teams.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Experience running quarterly and annual planning for partner sales activity and reporting on pipeline and forecast.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">Confidence presenting to larger audiences and hosting events with partners and end customers.</span></div> <div class="s7"><span class="s6">•<span class="Apple-converted-space"> </span></span><span class="s5">A collaborative approach to working across Sales, Systems Engineering, Marketing, Alliances and Sales Operations.</span></div> <p class="s4"><strong><span class="s2">Preferred