Vice President MSP

Summary

Join Rubrik as a Global Leader to build and scale the Managed Service Provider (MSP) business globally. Based in the U.S., this role owns the end-to-end MSP go-to-market (GTM) strategy, refines pricing and commercial models, partners with Product to shape MSP-ready offerings, and drives accelerated revenue through targeted partner engagement. This high-impact role makes the MSP ecosystem a core growth pillar for the company. You will develop and lead the global GTM strategy for MSPs, build and operationalize a scalable MSP Partner Program, refine pricing models, collaborate cross-functionally, leverage your MSP network for early wins, equip sales and partner teams, and monitor industry trends. Success is measured by revenue growth, time-to-value, partner satisfaction, and joint wins.

Requirements

• 15+ years of experience in channel, alliance, or partner leadership roles
• Minimum 10 years of direct experience building, leading, or scaling MSP programs and GTM motions
• Deep understanding of the MSP operating model, service creation, billing models, and margin structures
• Proven ability to launch programs, refine pricing strategies, and drive high-impact partner growth
• Strong executive presence and stakeholder influence—internally and with top-tier MSPs
• Hands-on, results-oriented leader with strategic vision and operational excellence

Responsibilities

• Develop and lead the global GTM strategy for MSPs, with tailored motions by region, segment, and service delivery model (e.g., resale, co-managed, managed services)
• Build and operationalize a modern, scalable MSP Partner Program—including incentives, enablement, service frameworks, and co-sell models
• Refine and evolve pricing models (e.g., usage-based, Flex Licensing, volume-based discounts) in collaboration with Finance and Product to align with MSP buying behavior
• Act as the voice of MSPs within the business—driving alignment with Product, Finance, Legal, and Sales to ensure MSP needs are reflected in product roadmaps, go-to-market motions, and commercial terms
• Accelerate Revenue with Strategic MSPs: Leverage your existing MSP network to drive early wins and momentum. Establish lighthouse partners and bring joint offerings to market quickly
• Equip sales and partner teams with MSP-specific enablement, playbooks, and engagement guidance to scale repeatable motions globally
• Monitor industry trends and competitive MSP strategies (e.g., Commvault, Veeam, Palo Alto) to inform program direction and differentiation

Preferred Qualifications

Existing relationships across the global MSP ecosystem are highly preferred

Benefits

• Equity
• Benefits
• Commissions