In this exciting role here at Rubrik, you will own the Microsoft 365 data resilience go-to-market motion across Rubrik's strategic GSI and advisory partners in the Americas, turn GSI relationships into sourced pipeline, co-developed joint solutions, and closed revenue for Microsoft 365 and adjacent workloads (Entra ID, Azure) and make Rubrik part of each GSI's standard Microsoft 365 migration, modernization, and security offerings.
Key Responsibilities:Pipeline and Revenue
- Own a quarterly pipeline and bookings target for GSI-sourced and influenced Microsoft 365 opportunities.
- Identify opportunities in GSI installed bases: M365/E5 migrations, tenant-to-tenant moves, Copilot rollouts, and security and compliance programs.
- Drive deals from first conversation to close alongside Rubrik AEs, SEs, and Regional Directors, using partner-sourced expansion (PSX) and new-logo (PSNL) plays.
- Run a disciplined cadence: weekly forecast, deal reviews, and clean Salesforce hygiene (account categorization, partner attribution, deal registration).
GSI Engagement and Enablement
- Build relationships across GSI practice leadership, Microsoft alliance teams, delivery and managed services leaders, and sellers.
- Create a joint account plan per priority GSI: target accounts, executive sponsors, solution focus, and quarterly milestones.
- Train and certify GSI sellers, architects, and delivery teams on Rubrik's M365 value proposition, competitive positioning, and services attach.
- Lead recurring pipeline reviews, win/loss reviews, and joint account mapping sessions.
Joint Solutions and Offerings
- Co-create packaged offerings that bundle Rubrik M365 protection with GSI migration, managed services, and security services.
- Work with Product, Product Marketing, and GSI practices on repeatable assets: solution briefs, reference architectures, pricing guidance, and SOWs.
- Align M365 resilience with Rubrik's Cloud Resilience and Identity Resilience motions, including cyber recovery and Entra ID protection, to grow deal size.
- Help GSIs build managed-service and recurring-revenue models around Rubrik.
Microsoft Ecosystem and Go-to-Market
- Coordinate with Rubrik's Microsoft alliance team on co-sell, field engagement, and Azure Marketplace (including MACC-eligible purchasing).
- Stay current on Microsoft's M365 roadmap, licensing, and shared responsibility model; position Rubrik against native Microsoft and competitive offerings.
- Partner with Marketing and Partner Programs on joint campaigns, workshops, and executive briefings; support customer meetings and RFP/RFI responses.
- Publish win stories and references, and relay field and partner feedback to Product and Sales Leadership.
Required Qualifications:- 10+ years in enterprise software, cybersecurity, or data protection sales, including 5+ years in a partner, alliance, or GSI-facing role.
- Proven record of sourcing and closing six- and seven-figure deals through GSIs or large advisory partners.
- Strong knowledge of Microsoft 365 (Exchange Online, SharePoint, OneDrive, Teams) and Azure, and the related data protection challenges.
- Established relationships, or proven ability to build them, with major GSIs (e.g., Accenture, Deloitte, HCLTech, Cognizant, Infosys, Wipro, Kyndryl, PwC).
- Experience building joint offerings and enabling partner sellers and delivery teams.
- Strong forecasting, deal management, and Salesforce discipline; excellent executive communication and negotiation skills.
- Travel of approximately 30-40%.
Preferred Qualifications:- Background selling backup, data protection, or cyber resilience for Microsoft 365 or SaaS workloads.
- Experience with Microsoft co-sell, Azure Marketplace, and MACC-based purchasing.
- Familiarity with MEDDPICC and partner-led deal registration.
- Microsoft certifications or equivalent hands-on M365 architecture credibility.
Success Metrics (First 12 Months):- Pipeline coverage against target (e.g., 3-4x) and closed-won bookings from GSI-led M365 deals.
- Number of GSIs with an active joint M365 plan and at least one packaged joint offering.
- Number of GSI sellers and architects trained and certified.
- New GSI-led wins, published reference stories, and Salesforce forecast accuracy.
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The minimum and maximum base salaries for this role are posted below; this role is also eligible to earn commissions pursuant to the Company's written Incentive Compensation Plan. Additionally, the role is eligible for equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
US (SF Bay Area, DC Metro, NYC, Seattle) Pay Range
$183,000-$198,000 USD
The minimum and maximum base salaries for this role are posted below; this role is also eligible to earn commissions pursuant to the Company's written Incentive Compensation Plan. Additionally, the role is eligible for equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
US2 (all other US offices/remote) Pay Range
$166,000-$192,000 USD
