Account Executive, Federal System Integrator

Summary

Join Rubrik, a disruptive tech company, as a Federal Account Executive and make a substantial impact. You will develop long-term relationships with Federal Civilian customers in the DC metro area, owning all aspects of bookings growth. Responsibilities include discovering new opportunities, managing pipelines, executing account strategies, and managing customer expansion. You will work collaboratively with internal and external teams to exceed sales objectives and actively track sales pipeline, meeting or exceeding revenue targets. This role requires strong Federal industry experience and a proven track record of success. The position offers a competitive salary, commissions, equity, and benefits.

Requirements

• Strong Civilian and/or Software OEM experience in the Federal industry
• 10+ years of experience as a Federal System Integrator sales executive or Majors/Enterprise Rep
• Experience selling to Northrup Gruman, BAE, L3/Harris, Huntington Ingalls, Peraton, CACI, or SAIC
• Demonstrated track record of significant accomplishment in an individual contributor or leadership role, including successful development and management of accounts/programs/projects in complex matrixed organizations with numerous constituents
• Strong business acumen and capable of developing and managing strategic plans with customers
• Ability to present results and strategy to teams while considering a variety of knowledge levels within the audience
• Knowledge of creating high-value services around targeted technology solutions by identifying key areas of differentiation, delivery improvement, and profitable direction
• Ability to work in a fast-paced and passionate environment

Responsibilities

• Build and maintain strong relationships with internal and external constituencies, including senior-level executives, consulting resources, technical teams, marketing, capture, and sales representatives
• Integrate Rubrik offerings into Partner go-to-market initiatives and strategies to create net new incremental pipeline and partner-sourced leads
• Create and leverage partner enablement programs to deliver relevant product and industry topics to existing and new Partners impacting Federal sales goals
• Support the Rubrik Federal sales organization through mindshare, partner introductions, and new opportunity identification
• Leverage Salesforce.com and other tools to track program success
• Train and influence systems integrators by refining value propositions to meet partner and client needs
• Identify appropriate solutions and services to meet partner customer integration & infrastructure needs
• Manage complex sales cycles and present the value of Rubrik's solutions to decision-makers
• Skillfully negotiate to achieve desired results and meet customer needs
• Know, acknowledge, and follow system-specific security policies and procedures
• Protect data and individual privacy per requirements and regulations
• Perform ongoing activities in compliance with service and contractual obligations
• Participate in role-based training, completing assignments on a timely basis
• Report security issues promptly and aid investigation when needed
• Support controlled changes and vulnerability remediation activities
• Work collaboratively with Information Security in designing, implementing, assessing, or enhancing system-specific security and privacy controls

Benefits

• $115,500 — $184,500 USD (US Pay Range)
• $280,000 — $320,000 USD (US (SF Bay Area, DC Metro, NYC) Pay Range)
• $140,000 — $160,000 USD (US2 (all other US offices/remote) Pay Range)
• Commissions pursuant to the Company’s written Incentive Compensation Plan
• Equity
• Benefits
• #Remote