Regional Manager, Channel Central

Central US · USA - Illinois · 5+ years experience · Remote · Posted Oct 13, 2026

At a glance

As the Regional Manager, Channels - Central Region, you will be responsible for leading, scaling, and driving the channel go-to-market (GTM) strategy across a high-growth territory spanning the Central United States.
You will recruit, mentor, and elevate a team of Channel Development Managers (CDMs) who cultivate strategic relationships with key regional partners, national solution providers, and elite resellers.
In this senior leadership role, you will act as a critical bridge between Rubrik’s Central channel ecosystem and internal executive stakeholders across Field Sales, Systems Engineering, Global Alliances, Channel Marketing, and Sales Operations.

Formulate and execute a comprehensive GTM channel strategy across the Central Region to accelerate revenue growth, expand market share, and maximize partner productivity.
Establish and nurture deep relationships with executive and C-suite leadership across key regional and national partner organizations to keep Rubrik top-of-mind as a strategic vendor.
Partner closely with Central Region Sales Leadership to align channel strategies directly with enterprise account plans, joint account mapping, and field sales engagement.
Recruit, coach, and develop a team of Channel Development Managers (CDMs) and drive a culture of accountability, operational excellence, and high performance.
Guide team execution toward aggressive monthly, quarterly, and annual pipeline generation and revenue targets, stepping in as executive sponsorship on strategic enterprise opportunities.
Direct and allocate regional Market Development Funds (MDF) and enablement budgets, prioritizing investments that drive measurable ROI, demand generation, and partner loyalty.
Implement rigorous forecasting, pipeline analytics, and Quarterly Business Reviews (QBRs) to maintain channel visibility, account coverage, and revenue predictability.
Mobilize internal resources across Systems Engineering, Alliances, Marketing, and Operations to equip partners with technical enablement, co-selling tools, and deal registration support.

7–10 years of progressive experience in enterprise IT Channel Sales, Partner Management, or Strategic Alliances within the cybersecurity, data management, cloud, or SaaS sectors.
5+ years of direct people management experience leading a team of channel sales professionals (CDMs/CAMs).
A consistent track record of exceeding multi-million-dollar regional quotas, accelerating partner revenue, and driving joint enterprise sales campaigns.
Deep expertise in partner business models, GTM planning, target account selling, and consultative solution-selling techniques.
Outstanding written and verbal communication skills with the confidence to influence partner executives and internal cross-functional leaders.
Strong familiarization with the Central US partner ecosystem (VARs, MSPs, Systems Integrators, and National Partners).

Bachelor’s Degree in Business, Marketing, Computer Science, or related field preferred (or equivalent practical experience).