National Partner Director

Summary

Join Rubrik as the National Partner Director, CDW, and lead a team in managing the relationship between Rubrik and CDW across North America. You will develop and execute strategic partner plans to accelerate partnership goals, focusing on sales acceleration and pipeline generation. This role requires building strong executive relationships with CDW/Sirius stakeholders and providing coaching and management oversight to direct reports. Responsibilities include planning channel activities, aligning sales teams, establishing goals and quotas, identifying needed resources, and developing budgets. Success in this position demands strong leadership, communication, and collaboration skills.

Requirements

• 10+ years of experience in Channel Sales covering CDW and/or Sirius
• 2+ years of 1st line management experience
• Experience with target account selling, solution selling, and/or consultative sales techniques
• Ability to communicate with senior leaders about their business challenges and Rubrik’s value prop
• Strong verbal and written communications skills including presentation skills
• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development
• Ability to demonstrate Rubrik’s values. To be a role model leading as part of a united management team, collaborating, creating a positive environment
• Bachelor's degree from an accredited university; or experience in a related field

Responsibilities

• Build and manage a team of National Partner Managers and Associate Channel Development Managers across North America
• Work with cross-functional teams from Rubrik’s Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions
• Oversee the creation, implementation, and execution of a strategic partner plan focused on accelerating partnership goals
• Grow the CDW and Sirius business across North America using creative, successful, and proven go-to-market strategies with a focus on driving sales acceleration and pipeline generation activities
• Create and maintain deep executive relationships with key stakeholders within CDW/Sirius
• Demonstrate leadership and initiative to accelerate the partnership based on supporting the business appropriately across the team
• Provide coaching and management oversight to direct reports to help them drive their sales strategy and goal attainment
• Plan and direct channel activities including implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development and distribution
• Create sales team alignment between partners and account teams
• Establish short-term and long-term goals and quotas in line with corporate objectives and achieve monthly, quarterly and annual sales targets
• Identify needed resources for supporting sales strategy and develop a proposed budget for management review
• Develop quarterly MDF/Funding spend budgets based on partner revenue targets
• Develop a budget to support the enablement, marketing and promotion of the partner business plans