Director Channel, Central & Southern Europe, Germany

As the Director of partnerships for Southern & Central Europe you will grow the channel and alliances business in the regions, 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, EMEA 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 Technology Alliances and GSI’s 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

Who you are:

• Hard working and highly motivated leader that can lead by example with a great team
• Ideally possess strong knowledge about the Data Security, Data Management / Data Protection / 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:

• Ideally a minimum of 10+ years sales leadership experience at a fast-paced SaaS technology vendor, ideally within channel & alliances.
• Deep understanding of the “playbook” way of selling (Meddpicc as a qualification tool, command of the message, consistent pipeline generation activities & methodology).
• 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 ideally has experience in cyber security / cyber resilience market space

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