Rubrik is hiring a
Director

Summary

Join Rubrik in securing the world's data as a GSI Alliances Director / Leader for EMEA, responsible for managing and driving unprecedented growth with select GSI's across the whole of EMEA. This role requires a 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.

Requirements

• 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)

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