Senior GSI Partner Account Manager

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $166k - $192k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

👻 Ghost score 1%

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Rubrik, Inc.

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

🏢 Enterprise

🔐 Security

☁️ SaaS

Enterprise • Security • SaaS

Rubrik, Inc. is a company that specializes in data management and cloud data platforms. Its products and services focus on data backup, recovery, security, and cloud data management, enabling enterprises to manage, protect, and recover their critical data. Rubrik offers solutions that integrate with cloud service providers and various platforms to ensure seamless and secure data operations for its clients. The company aims to simplify data management across complex, hybrid cloud environments.

📋 Description

• Own and scale Rubrik's partnerships with Cognizant and Kyndryl across their practices in the Americas • Serve as the primary Rubrik owner of the Cognizant relationship and GTM work with Cognizant and Kyndryl • Execute quarterly global business plans covering GTM priorities, enablement milestones, marketing commitments, and bookings targets • Maintain executive relationship coverage across GSI alliance leads, practice GMs, delivery leadership, and Rubrik stakeholders • Establish and run senior GSI meetings, including QBRs and executive briefings • Act as the conduit between Rubrik's field organization and GSI partners for new logo generation, pipeline creation, and joint business development • Drive partner-sourced and partner-influenced pipeline through co-sell motions, campaigns, and account mapping • Accelerate partners' technical and commercial adoption of Rubrik's product portfolio • Present joint value propositions to customers, partner sellers, and partner leadership • Identify strategic customer accounts and coordinate opportunity registration, deal support, and account planning • Define and validate partner sales processes and contract-closure paths • Build an ecosystem across relevant OEMs and ISVs, including HP, Everpure, Microsoft, and AWS • Own partner cost models, incentive structures, resale/referral economics, and deal-registration benefits • Coach and enable Rubrik account teams on partner organizations, escalation paths, and win themes • Report partner pipeline, bookings, enablement, and program health to Rubrik and partner leadership

🎯 Requirements

• Successful, verifiable track record partnering directly with Cognizant and/or Kyndryl, or comparably-sized GSIs, at a national or global level • Demonstrated ability to set up and run GSI meetings with key business executives from day one • Experience leading new logo generation, pipeline creation, and business development between a vendor field organization and GSI partners • Ability to navigate and accelerate a large partner organization's adoption of product solutions and translate that into bookings • Strong executive presence; able to represent and present joint value propositions • Proven ability to build lasting, mutually valuable relationships with GSI partners and internal sales teams • Experience identifying a GSI's top customers and executing interlock with a vendor sales organization for opportunity registration • Experience defining and validating a partner's sales process and path to contract closure for accurate forecasting • Experience building an ecosystem with OEMs and ISVs, including Everpure, Microsoft, AWS, and others • Comfort with commercial/cost modeling, incentive design, and financial selling in a partner context • Willingness to travel 50%+

🏖️ Benefits

• Commissions pursuant to the Company’s written Incentive Compensation Plan • Equity • Benefits • Equal access to growth and success • Reasonable accommodation for qualified individuals with disabilities