Channel Leader APAC

Rubrik

As the manager of partnerships for APAC (including Japan) , you will grow the channel and alliances business in the region, through strategic partner and alliances planning, enablement, and driving sales acceleration and pipeline generation activities. Managing a team of Channel and alliances managers it is important to attract and retain quality talent, streamline the coverage and performance manage the team. Encourage and support the team to the highest motivation, exceed the bookings and pipeline creation goals and install a cadence of communication, alignment, project management and evaluation. As a manager you will personally own one or two critical partners to also lead by example in the region.

Where you can make an impact with your team:

  • Build and execute a channel and alliances plan for the region in collaboration with the regional management, APAC management and the other functional leaders (eg. Marketing, Field Sales, Inside Sales, etc.). Be the leader for the regional channel and alliance managers (CDM’s) that will report directly into you.
  • Plan channel coverage, select, onboard, develop and grow Rubrik focus partners to increase pipeline and revenue of the partner attached business and leverage the key tech alliances like NetApp, Microsoft and AWS.
  • Get access to the partner and alliances customer base (existing to the partner, new logo to Rubrik), improve the partner’s deployment skills to install and run Rubrik at a high customer satisfaction level and add Rubrik to existing partner solutions.
  • Managing existing and the growth of Distribution and regional Channel partners that will allow better market and vertical sales/support coverage.
  • Amplify Rubrik’s success by leveraging the VARs,  and GSI’s (Accenture, Atos,…) through our focus partners and by aligning and engaging Rubrik and tech alliance sales teams.
  • Drive account mappings and meetings with the Rubrik sales team with partners to qualify target accounts and opportunities that will lead to Partner Initiated Deals and POCs.
  • Drive Enablement activity to train our partners field sales/SE staff to ensure we have self-sufficient partners
  • Collaborate with the Rubrik marketing team to plan and execute marketing campaigns through your focus partners and where possible leveraging Technology Alliances and/or GSI’s.
  • Build up strong relationships to relevant decision makers and key persons within regional focus partners and tech alliances to get the right and needed attention to be set as strategic partner with them.
  • Report channel metrics, progress, strategy and plan to channel, alliances and sales leadership in APAC and Japan.

Who you are:

  • Hard working and highly motivated manager that can lead by example with a great team spirit
  • Strong knowledge about the Data Management / Data Protection / Security / Storage market
  • Great relation and reputation with key partners and alliances in assigned region
  • Able to present in front of bigger audience and hosting events with and for partners, alliances and end-customers
  • Able to identify and initiate deals with partners and alliances, work on deals and close them with a partner in close sync with Rubrik Account Teams.
  • Have passion and vision for the role.
  • Conscientious and structured approach to projects, methodical.

Ideal background:

  • 15 Years' experience in a similar role.
  • Experience working at a technology vendor managing a go to market team.
  • Used to do quarterly and yearly planning of sales activities
  • Has done and worked out marketing plans and coordination of marketing activities
  • Able to do identification, acquisition and development of new partners
  • Shown success in encourage of existing partners and alliances in their sales activities
  • Knows how to execute channel and alliance programs
  • Has done sales and product trainings. Good communicator and relationship builder.
  • Strong presenter on reseller, alliance and end-customer events
  • Successfully attracted, retained and performance managed talent.
  • Worked supporting partnerships 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, Microsoft, AWS, Vmware, NetApp and others together and understands their value proposition and how to build up a joint solution with Rubrik

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About Rubrik:

Rubrik, the Zero Trust Data Security Company™, delivers data security and operational resilience for enterprises. Rubrik’s big idea is to provide data security and data protection on a single platform, including Zero Trust Data Protection, Ransomware Investigation, Incident Containment, Sensitive Data Discovery, and Orchestrated Application Recovery. This means your data is ready so you can recover the data you need, and avoid paying a ransom. Because when you secure your data, you secure your applications, and you secure your business.

We are a leader in data security, have been recognized as as a Forbes Cloud 100 Company, named as a LinkedIn Top 10 Startup and are proud to have earned Great Place to Work® Certification™. There has never been a more exciting time to join Rubrik, and our future is even brighter. The work you do will help propel our next chapter of growth as you do the best work of your career.

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Diversity, Equity & Inclusion @ Rubrik: 

At Rubrik we are committed to building and sustaining a culture where people of all backgrounds are valued, know they belong, and believe they can succeed here.

Rubrik's goal is to hire and promote the best person for the job, no matter their background. In doing so, Rubrik is committed to correcting systemic processes and cultural norms that have prevented equal representation. This means we review our current efforts with the intent to offer fair hiring, promotion, and compensation opportunities to people from historically underrepresented communities, and strive to create a company culture where all employees feel they can bring their authentic selves to work and be successful.

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

  • Our Company: Build a diverse company that provides equitable access to growth and success for all employees globally. 
  • Our Culture: Create an inclusive environment where authenticity thrives and people of all backgrounds feel like they belong.
  • Our Communities: Expand our commitment to diversity, equity, & inclusion within and beyond our company walls to invest in future generations of underrepresented talent and bring innovation to our clients.
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, or protected veteran status and will not be discriminated against on the basis of disability.
Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. 
Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at hr@rubrik.com if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.
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