As a Channel Development Manager for Spain/Iberia, you will play a pivotal role in growing Rubrik’s channel business by developing and nurturing strategic partnerships. You will drive partner enablement, execute targeted sales acceleration initiatives, and generate pipeline growth through proactive planning and collaboration. Working closely with both partners and Rubrik’s internal teams, you will ensure partners are equipped, motivated, and aligned to deliver exceptional customer outcomes while expanding Rubrik’s market presence across the region.

What You’ll Do

• Develop and grow Rubrik focus partners to increase pipeline and revenue for both resell and managed services.

• Gain access to partner customer bases (existing to the partner, new logo to Rubrik) and improve partners’ deployment skills to ensure Rubrik is installed and run at a high customer satisfaction level.

• Integrate Rubrik into existing partner solutions to expand overall offerings.

• Manage and grow Distribution and regional Channel partners to enhance market and vertical sales/support coverage.

• Amplify Rubrik’s success by leveraging Technology Alliances (e.g., MSFT, AWS, NetApp, Nutanix).

• Arrange account mappings and meetings with the Rubrik sales team to qualify target accounts and opportunities, leading to Partner Initiated Deals and POCs.

• Conduct enablement sessions to train partner field sales and SE staff, ensuring self-sufficient partners.

• Collaborate with the Rubrik marketing team to plan and execute marketing campaigns through focus partners.

• Build strong relationships with relevant decision-makers and key personnel within partner organizations to establish strategic partnerships.

• Report channel metrics and progress to regional channel and sales leadership.

Experience You’ll Need

• Minimum of 5+ years in a partnerships role at a vendor, ideally with success in similar or adjacent spaces.

• Proven track record in identifying, acquiring, and developing new partners.

• Experience in encouraging existing partners in their sales activities and successfully executing channel programs in close coordination with field sales.

• Strong knowledge of the Data Management, Data Protection, Storage, and Security markets.

• Experience planning quarterly and yearly sales activities and executing coordinated marketing plans.

• Background in sales and product training, including partner enablement and end-customer presentations.

• Hands-on experience in running sales activities with partners and sales teams, identifying opportunities, and closing projects.

• Familiarity with competitive solutions and extensive experience in data protection and security.

• Proficient in reporting metrics, forecasting, and tracking partner performance.

• Capable of hosting events with partners and end-customers, and presenting to larger audiences.

• Able to identify, initiate, and close deals with partners while working closely with Rubrik Account Teams.

Personal Attributes

• Hard-working, self-driven, highly motivated, and a strong team player.

• Conscientious and structured approach to projects, methodical in execution.

• Excellent relationship-building skills with a strong reputation among key partners.

• Strong presentation skills for both reseller and end-customer events.

• Passionate and visionary about the role, demonstrating drive and commitment.

• Excellent communicator, capable of fostering collaboration across teams and functions.