Job Summary
Cloud Alliances Manager
We are looking for a someone who thrives in a dynamic environment and has a track record of succeeding in a high growth start-up-paced technology environment. Individuals who have a fast start to success likely have a background in tech sales, entrepreneur mentality, as well as experience working with and through alliance partners. You will be responsible for driving business with our strategic cloud partners across a specific territory in EMEA.
This role owns, builds, and drives the GTM with cloud alliances for the region. As a key partnership and coming off winning Microsoft Partner of the Year, you will be in high demand and this role requires a driven individual who creates a culture of excellence while building trust across Rubrik and Cloud partner sales teams. Your role will evolve over time to reflect the growth needs of the business.
What you'll be doing:
- Lead Rubrik’s strategic GTM with our Cloud Partners including development of regional business plans that contribute in a meaningful way to Rubrik’s growth targets and executes strategic pathways to market.
- Execute on leading indicators in order to meet sales attainment numbers.
- Responsible for internal and external enablement to articulate the mutual value of the relationship
- Ability to grasp Rubrik’s product and the technical ecosystem is necessary.
- Engage directly in the sales cycle as an alliance and co-sell Subject Matter Expert on joint ‘must win’ pursuits/opportunities, facilitating incremental joint sales with cloud partnerships in your region.
- Drive Pipeline Generation activities directly and through the Rubrik and cloud partner selling ecosystems, to add incremental opportunities for Rubrik.
- Lead joint sales pursuits in targeted accounts to facilitate field interlock and joint pursuit planning, resulting in cloud partner sourced Net New ACV and New Logos.
- Strong executive presence & track record of success.
- Be resilient and embody servant leadership teamwork to “create the news” with joint Sales teams.
- Lead collaboration with joint Marketing teams to build and execute joint demand generation plans (Partner Prospecting Days, CxO Roundtables and joint events).
Experience you'll need:
- Proven track record of sales thought leadership, partner selling, and managing through change and scale with sales/presentation excellence.
- Methodical approach to securing new business, Pipeline Generation skills, and building regions up.
- Strong understanding of cloud partner vision, product suites, leadership structure, and sales models are strongly preferred.
- Ability to Engage at the exec level with cloud partners to drive top-down support for joint GTM
- Fast learner and self-starter who is comfortable taking action and driving results despite ambiguity, prioritizing diverse work with cross-functional teams, and maintaining velocity at regional GTM success.
- Strong operational command of business including written/verbal communication, organizational skills, and proficiency in various business tools (XLS/SFDC/Teams/etc).
- Ideally trained in MEDDPICC sales qualification
- Ideally 5+ years of experience in Technology Sales and/or Alliances with experience managing partnership with our Cloud Partners in your region.
- Ideally a Bachelor’s Degree with Business, Computer Science, Engineering or equivalent experience.
About 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.
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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:
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Our Company: Build a diverse company that provides equitable access to growth and success for all employees globally.
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Our Culture: Create an inclusive environment where authenticity thrives and people of all backgrounds feel like they belong.
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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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