About this role
Own Rubrik’s most critical industry partnerships by orchestrating cross-functional execution across Field Sales, Engineering, and Marketing. Drive partner-led revenue through strategic planning, account mappings, enablement, and major partner events.
Key Responsibilities
- Architect strategic growth through alliance partner planning and pipeline generation
- Increase Partner Initiated Deals by positioning Rubrik technology to partners
- Orchestrate global account mappings and qualification meetings to convert targets into POCs and closed deals
- Deliver partner enablement and training for partner SEs and sales teams
- Host major events and present Rubrik’s vision to partners and end-customers
Technical Overview
Leads alliance strategy focused on integration and partner-led growth for a Data Security platform. Applies domain expertise in Data Management, Data Protection, Storage, and Backup and Recovery to build pipeline and influence roadmap-level outcomes.
Ideal Candidate
The ideal candidate is an experienced alliances and GTM leader with a track record of building global partner ecosystems and generating scalable pipeline through alliance programs. They have deep market knowledge in Data Management, Data Protection, and Storage, plus proven success selling Backup and Recovery solutions while driving partner-initiated revenue and executive-level engagement.
Must-Have Skills
Deep knowledge of the Data ManagementData Protectionand Storage marketsProven ability to sell competitive Backup and Recovery solutionsDocumented track record of driving pipeline generation at scaleExecuting complex alliance programs across global partner ecosystemsDemonstrated ability to identifyinitiateand close deals in lockstep with account teamsExceptional presentation skillsStrong existing reputation and network within the key alliance and channel partner landscape
Nice-to-Have Skills
Previous experience executing joint GTM strategies with Tier-1 vendors such as Pure StoragePrevious experience executing joint GTM strategies with Tier-1 vendors such as CiscoExperience in quarterly/yearly sales planningImplementing co-marketing activitiesDriving joint interlocks across enterprise target accountsStrong proficiency in forecastingStrong proficiency in reporting complex metricsManaging data-driven sales activities
Required Skills
Data managementData protectionStorage marketsBackup and Recovery solutionsAlliance programsPipeline generationPartner initiated dealsAccount mappingQualification meetingsSales enablementTraining sessionsForecastingReporting complex metricsSales planningQuarterly/yearly sales planningCo-marketingJoint GTM strategiesExecutive presentationsEvent hostingPartner-led revenue
Hard Skills
Data managementData protectionStorage marketsBackup and Recovery solutionsAlliance programsPipeline generationPartner initiated dealsAccount mappingQualification meetingsSales enablementTraining sessionsForecastingReporting complex metricsSales planningQuarterly/yearly sales planningCo-marketingJoint GTM strategiesExecutive presentationsEvent hostingPartner-led revenue
Soft Skills
Strategic planningCross-functional leadershipInfluence without authorityExecutive stakeholder managementPresentation skillsRelationship buildingNetworkingDeal executionConfidence to command a roomAbility to command executives and large audiences
Keywords for Your Resume
Global Alliances Directorstrategic architectindustry partnershipsField SalesEngineeringMarketingStrategic GrowthPartner Initiated Dealspipeline generationaccount mappingsqualification meetingsenablement and training sessionspartner SEssales teamsevent hostingexecutive decision-makersData ManagementData ProtectionStorage marketsBackup and Recoveryalliance programsPure StorageCiscoco-marketingforecastingreporting complex metricsdata-driven sales
Deal Breakers
No documented track record of driving pipeline generation at scale, No demonstrated ability to sell competitive Backup and Recovery solutions, No experience executing complex alliance programs across global partner ecosystems, No strong existing reputation/network in alliance and channel partners
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