Rubrik has partnered with the world's leading Global Systems Integrators (GSIs) to build successful, profitable outcomes for our joint customers and both companies. The GSI Account Executive will own and scale Rubrik's partnership with two named GSI partners - Cognizant and Kyndryl - driving pipeline, bookings, and co-sell motion across their respective practices in the
Americas. This is a senior, quota-influencing role for someone with a proven track record managing Global GSI partnerships, spanning business development, partner enablement, cost/commercial models, financial selling, and executive-level negotiation. This person leads from the front, communicates with transparency, and sets the tone for a positive, collaborative field-and-partner working relationship.
Partner Ownership:- Serve as the primary Rubrik owner of the Cognizant relationship, aligning to their Cloud, Infrastructure Services, Cybersecurity and AI & Digital Engineering Practices
- Serve as the primary Rubrik owner of Cognizant and Kyndryl GTM working closely with the Global Account Manager,
- Execute the vision of the Global business plan with a Geo lens with each partner covering GTM priorities, enablement milestones, marketing commitments, and bookings targets, refreshed quarterly.
- Map and maintain executive relationship coverage across both partners - alliance leads, practice GMs, and delivery leadership - and Rubrik's aligned sales, SE, and executive sponsors.
Key Responsibilities:- Establish and run senior GSI meetings with key Cognizant and Kyndryl business executives from day one, including QBRs and executive briefings.
- Act as the main conduit between the Rubrik field and both GSI partners for new logo generation, pipeline creation, and joint business development.
- Drive partner-sourced and partner-influenced pipeline through structured co-sell motions, campaign execution, and account mapping with each partner's sales organization.
- Accelerate Cognizant's and Kyndryl's technical and commercial adoption of Rubrik's product portfolio, tracking practice certifications, demo capability, and delivery readiness.
- Represent and present Rubrik's and each partner's joint value proposition to customers, partner sellers, and partner leadership.
- Identify each partner's top/strategic customer accounts and execute interlock with the Rubrik sales organization for opportunity registration, deal support, and account planning.
- Define and validate each partner's sales process and path to contract closure (procurement, legal, partner commercial approvals) to support accurate joint forecasting.
- Build a positive, coordinated ecosystem across adjacent OEMs and ISVs relevant to Cognizant and Kyndryl engagements, including HP, Everpure, Microsoft, and AWS, avoiding channel conflict and reinforcing joint solutions.
- Own the partner cost model and financial selling motion - incentive structures, resale/referral economics, and deal registration benefits - to make Rubrik the economically preferred choice within each partner's portfolio.
- Coach and enable Rubrik account teams on how to work each partner's org, escalation paths, and win themes.
- Report on partner pipeline, bookings, enablement, and program health on a regular cadence to Rubrik and partner leadership.
Required Capabilities & Experience:- Successful, verifiable track record partnering directly with Cognizant and/or Kyndryl, or comparably-sized GSIs, at a national or global level.
- Demonstrated ability to set up and run GSI meetings with key business executives from day one.
- Experience leading from the front as the main conduit for new logo generation, pipeline creation, and business development between a vendor field org and GSI partners.
- Ability to navigate and accelerate a large partner organization's adoption of product solutions and translate that into bookings.
- Strong executive presence; able to represent and present Rubrik's and a partner's joint value proposition.
- Exemplary relationship-building skills, with a proven ability to build lasting, mutually valuable relationships with GSI partners and internal sales teams.
- Experience identifying a GSI's top customers and executing interlock with a vendor sales org for opportunity registration.
- Experience defining and validating a partner's sales process and path to contract closure for accurate forecasting.
- Experience building a positive ecosystem with OEMs and ISVs (e.g., Everpure, Microsoft, AWS, and others).
- Comfort with commercial/cost modeling, incentive design, and financial selling in a partner context.
- Willingness to travel 50%+.
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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
