Alliances Manager at Rubrik
United Kingdom



Job Summary

As our alliances programs continue to evolve, we are looking for an experienced GTM Alliances teammate to play a critical role in defining growing and managing high-impact strategic alliances and routes to market with particularly Azure / AWS and NetApp

The role

    Formulate detailed GTM plan with key EMEA alliance partners and act as the primary interface to for our sales, products, marketing, and engineering teams.
    Understand the ecosystem, identify and prioritize partner engagements, build a strategy, define goals and objectives, and investments for growth and scaling of the go-to market (GTM) plans.
    Work with the marketing and product teams to position alliance solution offerings to the field, prospects, partners, customers and other audiences.
    Develop collateral around partner relationships and joint solutions.
    Establish and execute comprehensive go-to-market plans with key alliance partners to open up new channels to market
    Work with the channel sales team to drive programs and activities with channel partners to promote joint solutions.
    Own the revenue target, actively manage partnerships to drive new pipeline and customer acquisition.
    Work closely with the executive team to evolve the product, sales and marketing strategies to align with the alliance partners ecosystems
    Track key business indicators and lead QBRs for alliance partnerships

Qualifications:

    Bachelor’s degree (MBA preferred) with 10+ years of hi-tech experience in business development, alliances or sales
    Experience in building and executing high-growth structured GTM and sales plays with alliance partners
    Proven domain and ecosystem experience within Rubrik’s sector
    Combination of experience in direct enterprise sales (including customer account management) and partner sales.
    Must possess extensive knowledge of datacenter technologies– server, storage, networking, applications, Iaas, container, devops, and related markets and ecosystems. Aptitude for understanding technical side of software.
    Ability to operate in a fast-paced, changing environment, self-starter and operate in highly matrixed organization. Demonstrate Rubrik’s RIVET values and be a role model collaborating effectively and creating a positive environment.