Senior GSI Partner Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of and expand Rubrik's partnerships with Cognizant and Kyndryl throughout their operations in the Americas.

• Act as the main point of contact for Rubrik regarding the Cognizant relationship and go-to-market (GTM) initiatives with both Cognizant and Kyndryl.

• Implement quarterly global business strategies that encompass GTM priorities, enablement milestones, marketing commitments, and booking objectives.

• Ensure executive relationship management across GSI alliance leads, practice general managers, delivery leadership, and Rubrik stakeholders.

• Organize and facilitate senior GSI meetings, including quarterly business reviews (QBRs) and executive briefings.

• Serve as the link between Rubrik's field organization and GSI partners for generating new logos, creating pipelines, and fostering joint business growth.

• Propel partner-sourced and partner-influenced pipeline through collaborative sales efforts, campaigns, and account mapping.

• Enhance partners' technical and commercial uptake of Rubrik's product offerings.

• Deliver joint value propositions to customers, partner sales teams, and partner executives.

• Identify key strategic customer accounts and manage opportunity registration, deal support, and account strategy.

• Define and verify partner sales procedures and paths for contract closure.

• Develop a collaborative ecosystem involving relevant OEMs and ISVs, such as HP, Everpure, Microsoft, and AWS.

• Manage partner cost structures, incentive frameworks, resale/referral economics, and deal registration advantages.

• Mentor and empower Rubrik account teams regarding partner organizations, escalation processes, and winning strategies.

• Report on partner pipeline, bookings, enablement, and program status to Rubrik and partner leadership.

⛳️ Requirements

• Proven, verifiable experience in direct partnerships with Cognizant and/or Kyndryl, or similarly sized GSIs, on a national or global scale.

• Demonstrated capability to establish and manage GSI meetings with key business executives from the outset.

• Background in leading initiatives for new logo generation, pipeline development, and business growth between a vendor field organization and GSI partners.

• Proficient at navigating and accelerating a substantial partner organization's adoption of product solutions, translating that into bookings.

• Strong executive presence, capable of representing and articulating joint value propositions effectively.

• Proven ability to cultivate enduring, mutually beneficial relationships with GSI partners and internal sales teams.

• Experience in identifying a GSI's top clients and coordinating interlock with a vendor sales team for opportunity registration.

• Familiarity with defining and validating a partner’s sales procedure and closure path for precise forecasting.

• Experience in building an ecosystem with OEMs and ISVs, including Everpure, Microsoft, AWS, and others.

• Comfort with commercial and cost modeling, incentive design, and financial selling within a partner context.

• Willingness to travel up to 50% of the time.

🏝️ Benefits

• Commissions in accordance with the Company’s written Incentive Compensation Plan.

• Equity opportunities.

• Comprehensive benefits package.

• Equal access to growth and success.

• Reasonable accommodations for qualified individuals with disabilities.