Global Alliances Manager

Summary

Join Rubrik as a Global Alliances Manager (GAM) to build and manage relationships with key alliance partners. Collaborate with cross-functional teams to exceed sales performance goals. Responsibilities include strategic partner planning, enablement, sales acceleration, and pipeline generation. You will manage existing and grow new alliance partners to enhance market and vertical sales/support coverage. The role involves arranging account mappings and meetings, conducting enablement sessions, and building strong relationships with partner decision-makers. Success requires a proven track record of driving partner-generated (PG) revenue and executing alliance programs.

Requirements

• Hard working, self-driven and highly motivated individual with great team spirit
• Strong knowledge about the Data Management / Data Protection / Storage market
• Previous experience and strong reputation with key alliance and channel partners
• Able to present in front of a larger audience and hosting events with and for partners and end-customers
• Able to identify and initiate deals with partners, work on deals and close them with a partner in close sync with Rubrik Account Teams
• Proven track record of driving PG at scale across alliance and channel partners

Responsibilities

• Drive Rubrik focus around technologies/products and increases revenue and number of alliance partner Initiated Deals
• Managing existing and the growth of alliance partners that will allow better market and vertical sales/support coverage
• Arrange account mappings and meetings with other Rubrik staff and partners to qualify target accounts and opportunities that will lead to Partner Initiated Deals and POCs
• Doing Enablement sessions to train our alliance partners field sales/SE staff to ensure we have self-sufficient partners
• Build strong relationships with relevant decision makers and key contacts within those partners to get the right and needed attention to be seen as a strategic partner with them

Preferred Qualifications

• Experience working across alliance partnerships and channel partners
• Effective at quarterly/yearly planning of sales activities and execution of GTM strategy
• Ability to implement marketing plans and coordination of marketing activities
• Able to drive pg activities and joint interlocks across target accounts
• Display repeated success in encouraging existing partners in their sales activities
• Strong ability to execute alliance programs
• Lead sales and product training
• Strong presenter on reseller and end-customer events
• Successfully run sales activities with alliance and channel partners
• Worked supporting partners in identifying opportunities and closing projects
• Knows how to report numbers and activities, and do forecasting
• Sold competitive solutions and has experience in Backup and Recovery
• Worked with vendors like Pure Storage, Cisco and others together; understands their value proposition and previous experience executing a joint GTM

Benefits

• Bonus potential
• Equity
• Benefits