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Job Summary

The role

Rubrik has partnered with the World’s leading Service providers to develop successful and profitable outcomes for our joint customers, and for our respective companies. The GSI Alliances Director / Leader for EMEA will be responsible for managing and driving unprecedented growth with select GSI's across the whole of EMEA. This person would come to the role with successful track-record of managing both EMEA wide GSI Account Executives as well as partnerships, including; service creation, enablement, cost models, financial selling, and business negotiations. This candidate will lead from the front, communicate openly, and set the example of a positive and collaborative work environment.

The Team 

Rubrik’s Sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional growth and opportunity  through our world-class sales enablement program. Our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential, and take your career to the next level. All this while doing something truly purposeful, protecting the world's data.

Responsibilities:

  • Work closely with sales leadership on development and execution of a sales strategy for the EMEA region
  • Demonstrate leadership and initiative to grow our Alliances business across the EMEA region
  • Provide coaching and management to the alliances sales teams to help them drive their sales strategy and goal attainment.
  • Create and maintain executive relationships with key partners in the region
  • Participate in strategic planning sessions with channel partners and sales management team on a quarterly and annual basis.
  • Plan and direct channel activities including implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development and distribution.
  • Create sales team alignment between partners and account teams
  • Establish short-term and long-term goals and quotas in line with corporate objectives.
  • Achieve monthly, quarterly and annual sales targets.
  • Identify needed resources for supporting sales strategy and develop a proposed budget for management review.
  • Identify customer references that can be utilized when reference selling.
  • Develop quarterly MDF/Funding spend budgets based on partner revenue targets
  • Develop a budget to support the enablement, marketing and promotion of the partner business plans
  • Identity initiatives to drive partner sourced incremental revenue through named partners.

Required Capabilities & Experience

  • Ideally minimum of 10+ years’ experience building & managing a successful GSI team & eco-system at a tech start-up / scale-up (ideally Security, SW or SaaS)
  • Successful experience building partnerships with GSI's / Global System Integrators in EMEA 
  • Proven track record of managing GSI's; with specific experience in service creation, enablement, cost models, financial selling, contractual and business negotiations.
  • Ability to navigate and accelerate the partner’s adoption of product solutions and subsequent bookings.
  • Proven ability to navigate and advocate for the partner and program across multiple internal departments; including, Product Management, Product Marketing, Operations, Technology Alliances, Support, Professional Services, Training, Sales Ops and Legal.
  • Develop and execute an account strategy, partner metrics (KPI’s), and business plan.
  • CXO, Senior leader relationships with GSI's. Exemplary relationship building skills, with proven ability to drive lasting relationships of mutual value with partners and sales team.
  • Location: United Kingdom (Remote)
  • Travel 50%+
  • Knowledge of public cloud, SaaS, Data Security hugely advantageous
  • Experience in selling to Commercial & Large Enterprise businesses across EMEA, cross verticals, private & public sector
  • Bachelor’s degree; MBA preferred
  • Experience using salesforce.com
  • Knowledge of industry sales processes (MEDDPICC, Command of the message etc).

#LI-DNI

Join Us in Securing the World's Data

Rubrik (NYSE: RBRK) is on a mission to secure the world’s data. With Zero Trust Data Security™, we help organizations achieve business resilience against cyberattacks, malicious insiders, and operational disruptions. Rubrik Security Cloud, powered by machine learning, secures data across enterprise, cloud, and SaaS applications. We help organizations uphold data integrity, deliver data availability that withstands adverse conditions, continuously monitor data risks and threats, and restore businesses with their data when infrastructure is attacked.

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Diversity, Equity & Inclusion @ Rubrik

At Rubrik we are committed to building and sustaining a culture where people of all backgrounds are valued, know they belong, and believe they can succeed here.

Rubrik's goal is to hire and promote the best person for the job, no matter their background. In doing so, Rubrik is committed to correcting systemic processes and cultural norms that have prevented equal representation. This means we review our current efforts with the intent to offer fair hiring, promotion, and compensation opportunities to people from historically underrepresented communities, and strive to create a company culture where all employees feel they can bring their authentic selves to work and be successful.

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

  • Our Company: Build a diverse company that provides equitable access to growth and success for all employees globally. 

  • Our Culture: Create an inclusive environment where authenticity thrives and people of all backgrounds feel like they belong.

  • Our Communities: Expand our commitment to diversity, equity, & inclusion within and beyond our company walls to invest in future generations of underrepresented talent and bring innovation to our clients.

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, or protected veteran status and will not be discriminated against on the basis of disability.

Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. 

Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at hr@rubrik.com if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.

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In consideration of any disclosure of certain nonpublic or confidential information, you hereby enter into this Nondisclosure Agreement (the “Agreement”) and agree as follows:

  1. Confidential Information. In connection with a potential business relationship or other business purposes, Rubrik, Inc. (the “Company”) has granted you (the individual or entity named below) access, or may grant you access, to business, technical or other nonpublic information, materials and/or ideas (“Confidential Information,” which term shall include, without limitation, anything you learn or discover as a result of exposure to or analysis of any Confidential Information).
  2. Obligations. You will hold in confidence and will not possess or use (except as required to evaluate the proposed business relationship) or disclose any Confidential Information except information you can document which (i) is in the public domain through no fault of yours, (ii) was properly known to you, without restriction, prior to disclosure by Company or (iii) was properly disclosed to you by another person without restriction. You will not reverse engineer or attempt to derive the composition or underlying information, structure or ideas of any Confidential Information.  You will not export, re-export, resell, ship or divert or cause to be exported, re-exported, resold, shipped or diverted, directly or indirectly, any Confidential Information or product thereof.  You will promptly notify Company of any unauthorized release, disclosure or use of Confidential   You will strictly abide by any and all instructions and restrictions provided by Company from time to time with respect to Confidential Information or Company systems. You will ensure the security of any facilities, machines, accounts, passwords and methods you use to store any Confidential Information or to access Company systems and ensure that no other person has or obtains access thereto.
  3. Return of Information.  If you decide not to proceed with the potential business relationship or if asked by Company, you will promptly return all Confidential Information and all copies, extracts and other objects or items in which Confidential Information may be contained or embodied. 
  4. No License.  This Agreement does not grant a license to you in or to any of the Confidential Information.
  5. Feedback.  You may, at your option and in your sole discretion, provide suggestions or feedback related to the Company’s products or services.  In no event will such suggestions or feedback be considered confidential or proprietary to you.  The Company will be free to use such suggestions as it chooses, without compensation to you.
  6. Disclaimer. Confidential Information is provided to you “as is” and the Company makes no warranties with respect to the Confidential Information or any materials provided by the Company.  In no event will the Company be liable for the accuracy or completeness of the Confidential Information.  You understand that nothing herein (i) requires the disclosure of any Confidential Information of the Company or (ii) requires the Company to proceed with any transaction or relationship.  You understand that this Agreement does not obligate the Company to disclose any information or negotiate or enter into any agreement or relationship.
  7. Miscellaneous.  The terms of this Agreement will remain in effect with respect to any particular Confidential Information until you can document that such Confidential Information falls into one of the exceptions stated in Section 2 above.  You acknowledge and agree that due to the unique nature of the Confidential Information, any breach of this Agreement would cause irreparable harm to Company for which damages are not an adequate remedy, and that Company shall therefore be entitled to equitable relief in addition to all other remedies available at law.  This Agreement is personal to you, nonassignable by you, governed by the internal laws of the State of California and may be modified or waived only in writing signed by both parties.  If any provision of this Agreement is found to be unenforceable, such provision will be limited or deleted to the minimum extent necessary so that the remaining terms remain in full force and effect.  The prevailing party in any dispute or legal action regarding the subject matter of this Agreement shall be entitled to recover attorneys’ fees and costs.
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