Regional Manager, Channel Central

Overview

Lead and scale the channel go-to-market strategy for Rubrik's Central US region, owning channel revenue targets and leading a team of Channel Development Managers.

What you'll do

• Formulate and execute a comprehensive GTM channel strategy across the Central Region to accelerate revenue growth, expand market share, and maximize partner productivity.
• Establish and nurture deep relationships with executive and C-suite leadership across key regional and national partner organizations.
• Partner closely with Central Region Sales Leadership to align channel strategies with enterprise account plans, joint account mapping, and field sales engagement.
• Recruit, coach, and develop a team of Channel Development Managers (CDMs), driving a culture of accountability, operational excellence, and high performance.
• Guide team execution toward monthly, quarterly, and annual pipeline generation and revenue targets, stepping in as executive sponsor on strategic enterprise opportunities.
• Direct and allocate regional Market Development Funds (MDF) and enablement budgets, prioritizing investments that drive measurable ROI, demand generation, and partner loyalty.
• Implement rigorous forecasting, pipeline analytics, and Quarterly Business Reviews (QBRs) to maintain channel visibility, account coverage, and revenue predictability.
• Mobilize internal resources across Systems Engineering, Alliances, Marketing, and Operations to equip partners with technical enablement, co-selling tools, and deal registration support.

What you'll need

• 7–10 years of progressive experience in enterprise IT Channel Sales, Partner Management, or Strategic Alliances within the cybersecurity, data management, cloud, or SaaS sectors.
• 5+ years of direct people management experience leading a team of channel sales professionals (CDMs/CAMs).
• A consistent track record of exceeding multi-million-dollar regional quotas, accelerating partner revenue, and driving joint enterprise sales campaigns.
• Deep expertise in partner business models, GTM planning, target account selling, and consultative solution-selling techniques.
• Outstanding written and verbal communication skills with the confidence to influence partner executives and internal cross-functional leaders.
• Strong familiarization with the Central US partner ecosystem (VARs, MSPs, Systems Integrators, and National Partners).
• Strong role model for Rubrik's core values, fostering cross-functional collaboration, strategic thinking, and an inclusive, winning team culture.

Nice to have

• Bachelor's Degree in Business, Marketing, Computer Science, or related field (or equivalent practical experience).

Details

• Location: Remote, Central US.