Practice Manager

Summary

Join Rubrik's sales team as a National Practice Manager/Capture Manager to significantly expand market share in the State & Local Government (SLED) and Higher Education sectors. Lead the full capture lifecycle for high-impact SLED opportunities, from qualification to close, ensuring compliance with all State and Local regulations. Design and implement comprehensive win strategies, including competitive differentiation and compelling proposal development. Cultivate strong relationships with government decision-makers and partners. Orchestrate internal resources to achieve a unified approach. Leverage deep knowledge of SLED procurement and the cybersecurity landscape. Consistently exceed multi-million dollar annual revenue targets. Drive Rubrik/partner SLED pipeline from demand generation to close. Become a subject matter expert on state funding and federal grants, and oversee lobbying/consultants.

Requirements

• 10+ years of demonstrated success in capture management, business development, or senior sales within the cybersecurity SLED market
• Verifiable track record of closing large, complex contracts with state and local government entities
• Expertise in strategic planning, competitive analysis, and contract negotiation
• Strong understanding of cybersecurity solutions and their application in the public sector
• Exceptional executive-level communication, presentation, and leadership skills
• Bachelor's degree in a relevant field; Master's preferred

Responsibilities

• Lead the full capture lifecycle for high-impact, competitive SLED opportunities, from qualification to close
• Lead compliance oversight with all State and Local regulations and contract requirements
• Design and implement comprehensive win strategies, including competitive differentiation, partner alignment, and compelling proposal development
• Developing & implementing SLED/K-12/Higher Ed Marketing & Sales Attack Plans
• Cultivate and expand a robust network of relationships with key government decision-makers, prime contractors, and channel partners
• Orchestrate and lead internal resources (sales, solution architecture, legal, contracts, proposals) to ensure a unified and winning approach
• Leverage deep knowledge of SLED procurement vehicles, funding mechanisms, and the evolving cybersecurity threat landscape
• Consistently achieve and exceed multi-million dollar annual revenue and booking targets
• Drive Co-Selling and joint Rubrik/partner SLED pipeline from demand generation to close utilizing partner and field sales teams
• State funding Subject Matter Expert (E-rate, K-12 Funding) and tracking federal grants into SLED market, map opportunities to funding
• Oversight and optimization of Lobbying/Consultants