• Lead and mentor a team of 5-6 reps supporting Salsify’s largest and most strategic accounts (top 60 customers) • Weekly 1:1 and coaching with team members to develop their sales skills, including vertical market management, forecasting accurately to upper management, prospecting within the account base, negotiations, & other necessary skills, while maintaining individual accountability to goals • Assess sales activities & forecasts to determine sales progress & required improvements. Recommend & implement improvements to achieve sales goals • Develop & execute renewal process & strategies and ensure compliance to internal data management & reporting, including use of Salesforce • Provide value in complex negotiations & the closing of upsell business, including appropriate use of Salsify Senior Executives to maximize results • Collaborate with our internal teams to optimize sales and customer satisfaction • Cultivate lasting business relationships with customers through consultative sales tactics and effective account management practices • Maintain/protect Salsify core values by hiring culturally aligned team members & leading by example

Role Description As a Channel Sales Manager, you will build, manage, and expand strategic relationships between Rubrik and key regional and national channel partners across Florida. In this role, you’ll act as a connector across the business — partnering closely with Field Sales, Systems Engineering, Channel & Field Marketing, Alliances, and Sales Operations to drive pipeline, accelerate deals, and exceed revenue targets. What You’ll Do: - Grow the channel business in your region through strategic planning, partner enablement, and driving demand generation and sales acceleration. Where you’ll make an impact: - Drive partner-led revenue by increasing focus on Rubrik’s core technologies and expanding Partner-Initiated Deals. - Manage and grow relationships with National and regional channel partners to improve market and vertical coverage across Florida. - Lead account mapping and joint planning sessions with partners and internal teams to identify target accounts, pipeline, and POC opportunities. - Enable partner sales and SE teams through ongoing training to build a self-sufficient, high-performing partner ecosystem. - Build and maintain strong executive and field-level relationships within partner organizations to position Rubrik as a strategic vendor. - Collaborate cross-functionally to align partner activities with regional sales priorities and drive measurable outcomes. Qualifications - A self-starter who is highly motivated, collaborative, and thrives in a fast-paced environment. - Strong knowledge about the Data Management / Data Protection / Storage market. - Well-connected within the Florida partner ecosystem, with a strong reputation and existing relationships. - Confident communicator with the ability to present to large audiences and lead partner/customer-facing events. - Skilled at identifying, developing, and closing opportunities in close alignment with account teams and partners. Requirements - Experience working with regional and National channel partners in Florida. - Proven success in building and executing quarterly and annual partner business plans. - Strong ability to develop and activate marketing initiatives with partners. - Track record of partner growth. - Demonstrated success driving partner-led pipeline and revenue growth. - Experience executing channel programs and leading sales and technical enablement sessions. - Strong presenter with experience at partner and end-customer events. - Ability to manage forecasting, reporting, and pipeline visibility. - Experience selling or partnering within the backup, recovery, or broader data security ecosystem. - Familiarity working alongside complementary vendors such as CrowdStrike, Zscaler, EverPure Storage, Nutanix, etc., and building joint value propositions. Benefits - Join Us in Securing the World's Data. - Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. - Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. - Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.

Coupa makes margins multiply through its community-generated AI and industry-leading total spend management platform for businesses large and small. Coupa AI is informed by trillions of dollars of direct and indirect spend data across a global network of 10M+ buyers and suppliers. We empower you with the ability to predict, prescribe, and automate smarter, more profitable business decisions to improve operating margins. Why join Coupa? 🔹 Pioneering Technology: At Coupa, we're at the forefront of innovation, leveraging the latest technology to empower our customers with greater efficiency and visibility in their spend. 🔹 Collaborative Culture: We value collaboration and teamwork, and our culture is driven by transparency, openness, and a shared commitment to excellence. 🔹 Global Impact: Join a company where your work has a global, measurable impact on our clients, the business, and each other. Learn more on Life at Coupa blog and hear from our employees about their experiences working at Coupa. The Impact of a Solution Advisor at Coupa: This role is the Subject Matter Expert (SME) who ensures Coupa leads the Cloud Spend Management space. You demonstrate how our Spend platform exceeds prospect needs, providing technical understanding, platform demonstrations, and workshop leadership. Your core impact is translating value and expertise to drive revenue and accelerate Coupa's market leadership. What You'll Do: - Providing technical and functional expertise during the sales process. - Demonstrate how Coupa’s TSM platform can meet and exceed the business need of our prospects. - Provide a strong technical understanding of our product with the ability to discuss and demonstrate architect integration. - RFP assistance, Platform Demonstrations, IT Workshops, Statement of Work Creations, Training, Presentations, and Document Creation. - Subject matter expert that can provide valuable sales insights to their salespeople and prospects. - Managing accounts where up to 25% of your time might include travel. - Help to grow Coupa as the leader in Cloud Spend Management space. - Provide Platform Demonstrations, IT Workshops and various trainings - This role will primarily support New Business, Customer Growth and Renewal Oppurtunities. What You Will Bring to Coupa: - Around 3-5 years of overall experience out of which 2+ years experience in systems applications selling or implementation of SaaS solutions in Procurement and/or Finance space - Source-to-Pay or eProcurement experience is strongly desired - Experience with Software as a Service (SaaS) is a plus as is any experience with financial accounting, customer management, and sales force automation software - Previous solution consulting experience with the following applications is a solid predictor of success: Ariba, Ivalua, Concur, NetSuite, Great Plains, Oracle, SAP - Strong written and verbal communication skills - Experience configuring and delivering software demonstrations - Must be able to work in a fast paced and passionate environment - - Bachelor’s degree required #LI-REMOTE #LI-AA2 Coupa complies with relevant laws and regulations regarding equal opportunity and offers a welcoming and inclusive work environment. Decisions related to hiring, compensation, training, or evaluating performance are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. Please be advised that inquiries or resumes from recruiters will not be accepted. By submitting your application, you acknowledge that you have read Coupa’s Privacy Policy and understand that Coupa receives/collects your application, including your personal data, for the purposes of managing Coupa's ongoing recruitment and placement activities, including for employment purposes in the event of a successful application and for notification of future job opportunities if you did not succeed the first time. You will find more details about how your application is processed, the purposes of processing, and how long we retain your application in our Privacy Policy.

• Build, manage, and expand strategic relationships between Rubrik and key regional and national channel partners across Florida. • Act as a connector across the business — partnering closely with Field Sales, Systems Engineering, Channel & Field Marketing, Alliances, and Sales Operations to drive pipeline, accelerate deals, and exceed revenue targets. • Grow the channel business in your region through strategic planning, partner enablement, and driving demand generation and sales acceleration. • Drive partner-led revenue by increasing focus on Rubrik’s core technologies and expanding Partner-Initiated Deals. • Manage and grow relationships with National and regional channel partners to improve market and vertical coverage across Florida. • Lead account mapping and joint planning sessions with partners and internal teams to identify target accounts, pipeline, and POC opportunities. • Enable partner sales and SE teams through ongoing training to build a self-sufficient, high-performing partner ecosystem. • Build and maintain strong executive and field-level relationships within partner organizations to position Rubrik as a strategic vendor. • Collaborate cross-functionally to align partner activities with regional sales priorities and drive measurable outcomes.