Channels Development Manager, Japan

Location: Tokyo
Posted: 6H AGO

About the role

About Team & About Role
Rubrik’s Channel team is how we bring cyber resilience to the organizations across Japan that people rely on every day, including hospitals, banks, government bodies, manufacturers and utilities. As Channel Development Manager for Japan, you’ll own the relationships with our reseller, SI and distribution partners and turn them into a repeatable engine for pipeline and Partner Initiated Deals. This is an individual contributor role with real autonomy over which partners you invest in, how you plan with them, and how fast you help them grow. Rubrikのチャネルチームは、病院、銀行、官公庁、製造業、公益事業など、人々の日常を支える日本全国の組織にサイバーレジリエンスを届ける役割を担っています。日本担当チャネルデベロップメントマネージャーとして、リセラー、SI、ディストリビューターとのパートナーリレーションを統括し、パイプラインとパートナー起点の案件(Partner Initiated Deals)を継続的に生み出す仕組みへと育てていただきます。本ポジションは個人貢献型(IC)の役割で、どのパートナーに投資するか、パートナーとどのように計画を立てるか、そしてパートナーの成長をどれだけ早く後押しするかについて、大きな裁量があります。 What You’ll Do

Build and execute joint business plans with key Japan resellers, SIs and distributors, so partners have a clear path to growing their Rubrik business and Rubrik has a clear view of where it will come from.
Drive Partner Initiated Deals and net-new pipeline by working with partner sales teams to identify, qualify and close opportunities alongside Rubrik Account Executives.
Run account mapping and joint planning sessions between Rubrik field teams and partners, opening access to partner customer bases, both existing accounts and new logos.
Lead enablement for partner sales and SE teams, so partners can position, demo and deploy Rubrik independently and customers see value from day one.
Develop and manage distribution relationships, using them to extend Rubrik’s reach into the mid-market, public sector and regional enterprise accounts.
Identify, onboard and grow new partners that fill gaps in regional, vertical or solution coverage.
Work with Channel Marketing and Field Marketing to plan and host partner and customer events and campaigns that put Rubrik in front of the right buyers.
Build trusted relationships with senior decision-makers at your partners, earning Rubrik a place as a strategic vendor in their portfolio.
Report on partner performance, pipeline and forecast to Channel and Sales leadership, giving the business a clear read on Japan.

主な業務内容

日本の主要なリセラー、SI、ディストリビューターと共同ビジネスプランを策定・実行し、パートナーがRubrikビジネスを拡大するための明確な道筋と、Rubrikが売上の見通しを把握できる状態をつくる。
パートナーの営業チームと連携し、Rubrikのアカウントエグゼクティブとともに商談の発掘、案件化、クロージングを行い、パートナー起点の案件と新規パイプラインを創出する。
Rubrikのフィールドチームとパートナーとの間で、アカウントマッピングおよび共同プランニングセッションを実施し、既存顧客・新規顧客の両面でパートナーの顧客基盤へのアクセスを広げる。
パートナーの営業チームおよびSEチームのイネーブルメントをリードし、パートナーが自立してRubrikの提案、デモ、導入を行え、お客様が初日から価値を実感できる状態をつくる。
ディストリビューターとの関係を構築・管理し、ミッドマーケット、公共部門、地方の大企業顧客へのリーチを拡大する。
地域、業種、ソリューションのカバレッジに不足がある領域で、新規パートナーを発掘、オンボーディングし、成長を支援する。
チャネルマーケティングおよびフィールドマーケティングと連携し、適切な購買層にRubrikを届けるパートナー向け・顧客向けのイベントやキャンペーンを企画・開催する。
パートナーの経営層・意思決定者との信頼関係を築き、パートナーのポートフォリオにおけるRubrikの戦略的ベンダーとしての地位を確立する。
パートナーの実績、パイプライン、フォーキャストをチャネルおよびセールスのリーダーシップに報告し、日本の状況を明確に共有する。

Experience You’ll Need

Strong track record in a channel development, channel sales or partner management role at a technology vendor, working with resellers, SIs and distributors in Japan.
An Account Executive who has successfully managed client accounts may transition into a Channel Development Manager role.
Good working knowledge of the data protection, data management, cybersecurity or storage market.
Established relationships and a strong reputation with Japan partners and distributors.
Experience identifying, initiating and closing deals with partners in close coordination with direct sales teams.
Experience running quarterly and annual planning for partner sales activity and reporting on pipeline and forecast.
Confidence presenting to larger audiences and hosting events with partners and end customers.
A collaborative approach to working across Sales, Systems Engineering, Marketing, Alliances and Sales Operations.
Business-level fluency in Japanese and English proficiency at a beginner level, to work with Japan partners and with regional and global teams.

求める経験・スキル

テクノロジーベンダーにおけるチャネルデベロップメント、チャネルセールス、またはパートナーマネジメントの実績があり、日本のリセラー、SI、ディストリビューターと協業した経験
顧客アカウントの運営で成果を上げたアカウントエグゼクティブが、チャネルデベロップメントマネージャーへ転身することも可能です
データ保護、データ管理、サイバーセキュリティ、またはストレージ市場に関する実務的な知識
日本のパートナーおよびディストリビューターとの確立した関係と高い評価
直販チームと緊密に連携し、パートナーとの案件の発掘、開始、クロージングを行った経験
パートナー営業活動の四半期・年間計画の策定と、パイプラインおよびフォーキャストの報告の経験
大規模な聴衆の前でのプレゼンテーションや、パートナー・エンドユーザーとのイベント開催に自信を持って取り組める方
セールス、システムエンジニアリング、マーケティング、アライアンス、セールスオペレーションと協力して業務を進める協調的な姿勢
日本のパートナーや地域・グローバルチームと業務を行うための、ビジネスレベルの日本語、および初級レベルの英語力

Preferred Qualifications

Experience selling or partnering on competitive backup and recovery or cyber resilience solutions.
A background running partner enablement or training programs.
Experience building joint solutions with adjacent security and infrastructure vendors (e.g. identity, endpoint, network or storage).
Experience acquiring and onboarding new partners.

歓迎する経験・スキル

競合するバックアップ・リカバリーまたはサイバーレジリエンスソリューションの販売、またはそれらでのパートナー協業の経験
パートナーイネーブルメントまたはトレーニングプログラムの運営経験
隣接するセキュリティ・インフラベンダー(ID、エンドポイント、ネットワーク、ストレージなど)との共同ソリューション構築の経験
新規パートナーの開拓およびオンボーディングの経験

#LI-FT1

Join Us in Securing and Accelerating the World's AI Transformation

Rubrik (NYSE: RBRK) is the Security and AI Operations Company, delivering one platform built at the intersection of data, identity, and AI. The platform enables agentic cyber resilience and trusted AI operations for enterprises worldwide, built to recover before disruption strikes and stay a step ahead, so security is never the reason ambition stalls.

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Inclusion @ Rubrik

At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.

Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.

Our inclusion strategy focuses on three core areas of our business and culture:

Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.

Equal Opportunity Employer/Veterans/Disabled

Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, protected veteran status, or any other status protected by applicable law. Rubrik provides equal employment opportunities to employees and applicants in all terms and conditions of employment, including recruiting, hiring, promotion, compensation, training, leave, and termination.

Rubrik provides reasonable accommodations to qualified applicants and employees with disabilities in accordance with applicable law. If you need an accommodation to participate in the application process or to perform your job, please contact hr@rubrik.com. Accommodations may include changes to the application process, documents in an alternate format, a sign language interpreter, or specialized equipment.

EEO IS THE LAW

NOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS

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Channels Development Manager, Japan

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主な業務内容

求める経験・スキル

歓迎する経験・スキル

Join Us in Securing and Accelerating the World's AI Transformation

Inclusion @ Rubrik

Our inclusion strategy focuses on three core areas of our business and culture:

Equal Opportunity Employer/Veterans/Disabled

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求める経験・スキル

歓迎する経験・スキル

Join Us in Securing and Accelerating the World's AI Transformation

Inclusion @ Rubrik

Our inclusion strategy focuses on three core areas of our business and culture:

Equal Opportunity Employer/Veterans/Disabled

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