Federal Channel Development Manager

Federal Channel Development ManagerAs the Federal Channel Development Manager (CDM), you will lead and overachieve channel sales targets and growth by building and managing relationships between Rubrik, partners, and distributors. In this role, you will work with cross-functional teams within partner(s) and Rubrik’s Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances, and Sales Operations functions, as they will be key resources for you to leverage to attain and exceed sales performance goals. You will work closely with our existing partners while also identifying and cultivating new relationships with federal agencies, system integrators, resellers, and distributors.Day-to-DayThe Federal Channel Manager will be responsible for developing and executing strategies to grow our channel partnerships within the federal government sector through strategic partner planning, enablement, and driving sales acceleration and pipeline generation activities.Where you can make an impact:Develop and implement a comprehensive channel partner strategy tailored to the federal market segment for growth (land and expand).Identify and recruit new channel partners that align with our company's goals and target customer base within the federal government.Build and maintain strong relationships with existing channel partners, serving as the primary point of contact for communication and support.Collaborate with internal stakeholders, including sales, marketing, and product teams, to ensure alignment of channel partner initiatives with overall company objectives.Provide training, support, and resources to channel partners to enable them to effectively promote and sell our products to federal agencies.Track and analyze key performance metrics related to channel partner activities, providing regular reports and insights to management.Stay informed about industry trends, competitive landscape, and government regulations that may impact channel partner relationships and sales opportunities.Represent the company at industry events, trade shows, and conferences to network with potential partners and customers within the federal government space.Who you are:Outgoing, self-driven, and highly motivated results-oriented individual with great team spirit.Relationship building with a great reputation within the Federal partner community.Excellent presentation and communication skills.Strong problem-solving skills.Strong knowledge about Cybersecurity / Data Management / Data Protection / Storage market.Able to identify and initiate deals with partners through deal close, working closely with Rubrik Account Teams.Familiarity with the intricacies of government regulations, procurement processes, compliance standards, and bureaucratic procedures.Ideal background:Minimum 5 years experience in Federal working with partners and distributors.Minimum 3-5 years experience in Channel and/or comparable role.Bachelor's degree in business, marketing, or a related field; or equivalent work experience.Proven track record of success in channel management within the federal government sector.Strong understanding of federal procurement processes, contract vehicles, and compliance requirements.Excellent communication and interpersonal skills, with the ability to build rapport and trust with channel partners and internal stakeholders.Strategic thinker with the ability to develop and execute effective channel partner programs and initiatives.Analytical mindset with proficiency in data analysis and reporting.Ability to travel as needed to meet with channel partners and attend industry events.

#J-18808-Ljbffr