Director, Channel NEUR & SEUR

Director of Channel & Alliances, NEUR & SEUR

• About Team & About Role
  Rubrik's Channel & Alliances team is how we bring cyber resilience to organisations across Europe, partnering with resellers, distributors, and technology leaders like Crowdstrike, Microsoft, and AWS to protect the hospitals, banks, and public institutions that keep the region running. As Director of Channel & Alliances for Northern and Southern Europe (NEUR & SEUR), you'll build and lead the strategy that turns partners into a growth engine for Rubrik. This region includes: Nordics, Benelux, France, Italy & Iberia.
  You'll manage a team of Channel and Alliances Managers across both regions, and you'll have real ownership over how the business grows: which partners to invest in, how coverage is structured, and how the team is coached, motivated, and held accountable to bookings and pipeline goals.
  What You'll Do
  • Build and execute a channel and alliances plan for NEUR & SEUR in partnership with regional and EMEA management, Marketing, Field Sales, and Inside Sales, so the plan reflects the full go-to-market picture, not just the channel view.
  • Lead and develop the Channel & Alliances Managers who report to you, setting a cadence of communication, alignment, and evaluation that keeps the team focused on the goals that matter most.
  • Plan regional coverage and select, onboard, and grow Rubrik's focus partners with our Land & Expand motion.
  • Open access to partner customer bases, existing accounts and new logos alike, and raise partner deployment skills so customers run Rubrik with confidence and high satisfaction.
  • Drive account mapping and joint planning between Rubrik sales teams and partners to surface qualified opportunities, Partner Initiated Deals, and POCs.
  • Lead enablement programs that train partner field sales and SE teams to sell and support Rubrik independently, building self-sufficient partners rather than dependent ones.
  • Partner with Rubrik marketing to plan and execute campaigns through focus partners and technology alliances, and personally build relationships with key decision-makers to earn strategic partner status.
  • Report on channel metrics, strategy, and progress to channel, alliances, and sales leadership, giving the business a clear read on where the region is headed.
  Experience You'll Need
  • 5+ years of leadership experience at a fast-paced SaaS technology vendor, ideally with a strong track record in channel and alliances.
  • Working knowledge of the data security, data management, data protection, or storage market.
  • Strong relationships and reputation with key partners and alliances across Northern and/or Southern Europe.
  • Comfort presenting to large audiences and hosting events for partners, alliances, and end customers.
  • A track record of identifying, initiating, and closing deals with partners in close coordination with account teams.
  • Fluency with a structured sales methodology (e.g., MEDDPICC, command of the message) and experience running quarterly and yearly sales planning.
  • A conscientious, methodical approach to building and scaling partner programs.
  Preferred Qualifications
  • Experience developing and executing marketing plans in coordination with partner and alliance activity.
  • A history of attracting, retaining, and performance managing high-quality talent.
  • Experience selling competitive solutions in the cybersecurity or cyber resilience space.
  • Comfort reporting on numbers and forecasting activity to sales and channel leadership.