About Team & About Role:

Ready for an opportunity to make a substantial impact with a disruptive tech company while building your pre-sales career?  Rubrik, Inc. has an amazing product, a supercharged team and the financial backing of Lightspeed Ventures, Greylock Partners and Khosla Ventures.  Bottom line, if you have limitless drive and like to win, we want to talk to you!

 Rubrik is looking for a Federal Sales Engineer on our Intelligence team to provide technical direction and business guidance to the regional sales team. As a Sales Engineer, you will be accountable for regional revenue goals by driving innovative technical programs and overseeing day-to-day account-level activities. You will be responsible for evangelizing, positioning, and architecting the industry's first hyper-converged hybrid cloud data management platform for a mix of enterprise, mid-market, and small business customers throughout your region.

What You'll Do:

• Provides technical leadership and direction to Federal Intel customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market.
• Assists in the analysis, design and development of fully integrated technology solutions.
• Demonstrates technical leadership and subject matter expertise on Rubrik’s products, distributed architectures, file systems, and competitive storage offerings in the SAN product space.
• Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers.
• Makes technical and sales presentations to customer's technical staff and senior management.
• Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment.
• Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate.
• Leads technical sales calls
• Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.

Preferred Qualifications:

• 5-7 years of sales engineering experience preferably in a software or data center environment.
• TS/SCI clearance required- must be currently active
• Live within DMV area is preferred
• The successful candidate must have a fundamental breadth of technical knowledge in cloud data management, backup and disaster recovery and data analytics.
• Entrepreneurial - willing to go the extra mile, strong work ethic, resourceful, “get it done” attitude
• Strives in moving in a fast-paced environment; including handling multiple calls/demos per day with immediate follow up.
• A high level of business acumen and experience working with Cx0 level personnel, bringing technology solutions to solve business challenges.
• Smart, adaptable and open-minded

Security and Privacy Responsibilitiessection: 

This position carries special Security and Privacy Responsibilities for protecting the U.S. Federal Government’s interests:

• Know, acknowledge, and follow system-specific security policies and procedures;
• Protect data and individual privacy per requirements and regulations;
• Perform ongoing activities in compliance with service and contractual obligations;
• Participate in role-based training, completing assignments on a timely basis; 
• Report security issues promptly, and aid investigation when needed;
• Support controlled changes and vulnerability remediation activities; and
• Work collaboratively with Information Security in designing, implementing, assessing or enhancing system-specific security and privacy controls. 

Position Risk Designationsection:

This position carries duties and responsibilities involving the U.S. Federal Government’s interests. The selected incumbent may be subject to one or both of the additional background checks with periodic re-screening as noted below:

Position Risk Designation: Non-Sensitive, Low Risk, Tier 1 

Incumbents without access to U.S. Government data may be required to complete Standard Form 85 and undergo a Tier 1 Investigation (T1) for non-sensitive positions of Low Risk. (Baseline screening; formerly National Agency Check and Inquiries (NACI)).

Position Risk Designation: Non-Sensitive, Moderate Risk, Tier 2 (Public Trust)

Incumbents with access to U.S. Government data may be required to complete Standard Form 85P and undergo Tier 2 (T2) Investigation for non-sensitive positions designated Moderate Risk.

Position Risk Designation:Moderate Risk Law Enforcement (CJIS)

When hired for a position where access to Moderate Risk criminal justice information is required, the employee must complete a fingerprint-based national criminal history background check within 30 days after the employee’s start date.

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Company

At Rubrik we are revolutionizing cloud data management by creating the world’s first platform to orchestrate data for hybrid cloud enterprises anytime, anywhere. We are relentlessly focused on bringing a fresh approach and innovation to this old problem, by blending future proof architecture with consumer grade simplicity. We have an exciting challenge in front of us with opportunities in search, analytics, scalable systems and many other areas. We’re proud to have been recognized as a 2019 LinkedIn Top Company and both a Forbes Cloud 100 Company and LinkedIn Top Startup three years in a row. Our focus is on the people that can produce extraordinary results. We need individuals who are comfortable with ambiguity and excited by the prospect of a challenge. Bottom line, if you have a limitless drive and like to win, we want to talk to you.

National Partner Manager, Presidio

The Rubrik National Partner Manager will build & manage Rubrik’s relationships nationally with key decision makers at Presidio. In this role, you will work with cross-functional teams from Rubrik’s Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions, as they will be key resources for you to leverage to attain and exceed sales performance goals.  The National Partner Manager will grow Rubrik’s business with partners nationally through strategic partner planning, enablement, driving sales acceleration and pipeline generation activities. 

Where you can make an impact:

• Own strategic relationship with designated, national partners
• Drive Rubrik focus around technologies/products increase revenues and mindshare.
• Author business plan to define and ultimately obtain and surpass annual target goal(s).
• Drive national sales and technical strategy for assigned partnerships.
• Spearhead consistent sales and technical enablement sessions at the national and regional level.
• Communicate and align with senior leadership internal and external to provide business updates.
• Arrange account mapping sessions and meetings with Rubrik account executives and partners to define terrioty plan
• Identify opportunities that will lead to Partner Initiated Deals and POCs.
• Conduct Enablement sessions to train partner field sales/SE staff
• Develop strategic relationships with key business leaders at each partner

Who you are:

• Hard working, driven and highly motivated individual with great team spirit
• Comprehensive knowledge of the Data Management / Data Protection / Storage industry.
• Great reputation with key partners in assigned region(s)
• Able to present in front of a large audience and host events
• Able to identify / initiate deals with partners and work in close collaboration with Rubrik account team(s)

Ideal background:

• Minimum 5+ years building relationships with Presidio. 
• Strong orientation to developing quarterly & annual partner business plans of sales activities
• Track record of developing & executing channel programs, channel marketing plans and the coordination of marketing activities
• Has presented sales and product trainings for resellers and end-customer events
• Worked supporting partners in identifying opportunities and closing projects
• Worked in teams and is used to work as a team player
• Knows how to report numbers and activities, and do forecasting
• Sold competitive solutions and has an extensive experience in Backup and Recovery. Strong preference for experience with Security.
• Understanding of alliances and ecosystem vendors like Pure Storage, NetApp, PANW, AWS, MCSFT, GCP and others together and understands their value proposition and how to build up a joint solution with Rubrik
• Ability to support partner sales reps in identifying opportunities and closing sales campaigns
• Ability to travel up to 50% of the time

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_{Ready for an opportunity to make a substantial impact with a disruptive tech company while building your pre-sales career?} 

 _{Rubrik is changing the way enterprises work by transforming the way Systems Integrators and the managed services community that support our joint customer base do business. Using Rubrik’s unique Data Management technology, partners can develop & implement next generation data services.  This role will allow you the opportunity to help build new lines of business for both Rubrik and its partners.}

_{Rubrik Cloud Data Management is a single software fabric that manages all application data in the cloud, at the edge, and on-premises.  This includes backup, recovery, archival, analytics, development, and integration with today’s major public cloud providers. Rubrik enables hybrid cloud enterprises to mobilize applications across clouds, automate intelligent orchestration workflows to enable self-service, and search and analyze application data at scale.}

_{About the Team} 

_{Rubrik has partnered with the World’s leading Global Systems Integrators to develop successful and profitable outcomes for all involved parties. The Global System Integrator (GSI) Team is an established team focusing on the most influential System Integrators on the planet. The team has been successful in the US and Europe with the Alliances that results in deals of double digit millions. The GSI team is leveraging this momentum to expand to the rest of APAC. The team is resourceful, supportive, highly collaborative with the broader Rubrik team which makes them successful when taking on big challenges.} 

_{About the Role} 

_{The GSI Sales Engineer candidate will be responsible for building services, driving pipelines for those services, and the broad and deep enablement of select Global Systems Integrators. You’ll be aligned with 1 business development manager covering ANZ, ASEAN and India territories with a narrow focus on a handful of (GSI) Alliances. The role is to build trust with the select GSI Alliances and support them to build confidence in Rubrik’s capabilities internally and to their customers.}  

_{About Yourself} 

_{You are a self starter, love to learn and teach what you know. You are comfortable with a blank slate and have the grit to overcome obstacles in your journey in building something bigger than yourself. You’ve got great interpersonal skills that you use to speak with solution architects one moment about Cloud and then next moment talking to a business leader about business outcome. You are seen as a trusted advisor because we listen carefully and ask the right questions to understand the situation. You are culturally aware and adapt your communication style to your audience.} 

_{What You'll Achieve in the First 12 Months}

_{0-3 Months}

• _{Complete Rubrik's comprehensive onboarding and product training program}
• _{Identify and establish relationships with at least 5 potential technical champions within assigned GSIs}
• _{Deliver 2 technical training sessions to GSI partners}

_{3-6 Months}

• _{Conduct a thorough risk assessment for Rubrik solutions in GSI frameworks and develop mitigation strategies}
• _{Support GSIs in creating at least $500K in new pipeline opportunities}
• _{Deliver 3 customer-facing sessions in collaboration with GSI partners}

_{6-12 Months}

• _{Cultivate at least 8-12 technical champions within each assigned GSI}
• _{Integrate Rubrik solutions into at least 2 GSI solution frameworks, reducing implementation risks}
• _{Deliver a total of 10-20 technical training sessions to GSI champions}
• _{Conduct 8-12 customer-facing sessions, showcasing Rubrik's value proposition}
• _{Support GSIs in creating a total of $2M in new pipeline opportunities}
• _{Achieve a 90% satisfaction rating from GSI partners in your technical support and enablement efforts}

_{Key Performance Indicators (KPIs):}

• _{Number of identified and cultivated technical champions}
• _{Volume and value of pipeline opportunities created with GSIs}
• _{Number and quality of technical training sessions delivered}
• _{Customer satisfaction ratings from GSI partners}
• _{Success rate of Rubrik solution integration into GSI frameworks}

_{Preferred Qualifications:}

• _{5 years of sales engineering experience preferably in a software or data center environment.}
• _{The successful candidate must have a fundamental breadth of technical knowledge in cloud data management, backup and disaster recovery and data analytics.}

_{Bonus Points:} 

•  _{Knowledge of Partner and Client ecosystem a plus} 

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About the Team & Role:

Rubrik (NYSE: RBRK) helps more than 6,000 global organizations prioritize cyber resilience by offering data security and cyber recovery solutions.  In working with organizations before an attack happens and in the critical moments following an incident, Rubrik’s capabilities can help protect data across the cloud, SaaS, and enterprise, prevent permanent data loss, and significantly reduce downtime.

The hiring manager strongly prefers that this role be based in the San Francisco Bay Area or the West Coast. This location preference is to ensure the successful candidate can effectively accommodate international time zones, a key aspect of our global operations.

Rubrik is looking for a Communications Manager with experience telling B2B stories in trade and business media to join our Global Communications team. This individual will report to the Head of Global PR and contribute their expertise to a combination of partner and vertical communications in North America. They will also have the unique opportunity to amplify content by integrating with a global team, specifically in the Asia Pacific region, fostering a sense of connection and collaboration.

We seek an individual with solid media relations, writing, project management, organizational skills, and experience working for a B2B technology company. This individual will have a track record in leading integrated product launches, driving an ongoing pipeline of product stories, and managing multiple projects.

What you’ll do:

• Partner with the Global Communications Team to execute news, campaigns, thought leadership, etc.
• Manage an ongoing cadence of partner media conversations with stories in the pipeline.
• Play a key role in remaining current on security and tech industry trends, including competitors, ensuring that our communications strategies are always at the forefront of industry developments.
• Write and edit content, including, but not limited to, press releases, blogs, rapid response, articles, industry bylines, etc.
• Partner with cross-functional teams in product, marketing, engineering, sales, and legal to help tell the Rubrik story, both in product and corporate. 

Experience you’ll need:

• BA/ BS Degree in communications, marketing or business-related field
• 7+ years’ experience in external communications 
• 5+ years’ experience in cyber security, technology, and/or vertical IT industries (healthcare, manufacturing, financial services, etc.)
• Robust results with a proven track record of delivering on projects with tight deadlines and cross-functional dependencies
• Experience working across cross-functional teams in marketing, sales, and partners.
• Strong media relations experience with knowledge of external communications and implementation processes
• Strong project management skills and ability to make decisions with limited oversight 
• Success in developing and maintaining strong internal and external relationships at all levels

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• Overall responsibility for the growth of the team and regional budget
• Develop and implement a comprehensive strategy that maximizes Rubrik’s position and opportunities across the German region
• Build and retain the partner ecosystem and work closely with focused partners to foster collaboration and opportunity
• Manage and develops a team of Account Executives including recruiting, hiring, and enablement of team members.
• Hands on approach and thought leadership into account strategies and focus
• Sell and promotes the introduction of Rubrik to prospects and provide guidance to the team on strategy, sales process and CxO level selling.
• Participate in strategic and tactical planning for the region and a key member of the Central European Management team.
• Develop and execute a focus plan to maximize revenue and growth across Germany
• Drive accurate team forecasting practice in line with management expectations.
• Conduct weekly progress meetings with the sales team.
• Assist in the development of short, medium, and long term plans to achieve strategic objectives.
• Regularly interact across functional areas with senior management or executives to ensure region objectives are met.
• Ability to influence thinking or gain acceptance of others in sensitive situations is important.
• Follow the weekly cadence of forecast and pipeline with the team
• Coach sales and related staff members on a daily base

• Ideally a minimum 2+ years of experience in sales management + experience on working with complex Commercial - Enterprise organizations
• Relevant domain experience across backup, cloud and datacenter environments + SaaS solution
• Proven track record in a sales-driven organization, selling technology-related products and services
• Solid written, verbal, and presentation skills
• Creative with strong problem-solving skills and an ability to succeed in a fast-paced environment
• Proven ability to work well as part of an extended sales team
• Knowledge of Rubrik’s specific domain area highly advantageous
• Has ideally used Meddpicc as sales qualification tool & understands Command of the Message
• Leader and self-motivated.

About The Team

Rubrik’s Sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional growth and opportunity  through our world-class sales enablement program. Our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential, and take your career to the next level. All this while doing something truly purposeful, protecting the world's data.

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Regional Channel Manager, Southeast

As Regional Channel Manager, Northeast you are responsible for building and managing a team of Channel Development Managers (CDM’s) across the Northeast. CDM’s manage the relationship between Rubrik and key regional and national channel partners across the region. In this role, you will work with cross-functional teams from Rubrik’s Field Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions, as they will be key resources for you to leverage to attain and exceed sales performance goals. 

Day-to-Day

As Regional Channel Manager, Northeast you will manage, develop and lead a team of high performing Channel Develop Managers.  Using prior experience and leadership skills, you will grow the channel business in your regions through strategic partner planning, enablement, and driving sales acceleration and pipeline generation activities. 

• Work closely with sales leadership on development and execution of a sales strategy for the Northeast.
• Demonstrate leadership and initiative to grow our Channel business across the Northeast.
• Provide coaching and management oversight to the channel sales team to help them drive their sales strategy and goal attainment.
• Create and maintain executive relationships with key partners in the region
• Participate in strategic planning sessions with channel partners and sales management team on a quarterly and annual basis.
• Plan and direct channel activities including implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development and distribution.
• Create sales team alignment between partners and account teams
• Establish short-term and long-term goals and quotas in line with corporate objectives.
• Achieve monthly, quarterly and annual sales targets.
• Identify needed resources for supporting sales strategy and develop a proposed budget for management review.
• Identify customer references that can be utilized when reference selling.
• Develop quarterly MDF/Funding spend budgets based on partner revenue targets
• Develop a budget to support the enablement, marketing and promotion of the partner business plans

REQUIREMENTS

• 5+ years of experience in Channel Sales
• 1+ years of 1^st line management experience
• Bachelor's Degree; or related field is preferred.
• Strong verbal and written communications skills including presentation skills.
• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
• A strong understanding of the sales process and Channel Sales.
• Experience with target account selling, solution selling, and/or consultative sales techniques.
• An aptitude for understanding how technology products and solutions solve business problems.
• Ability to communicate with senior leaders about their business challenges and Rubrik’s value prop.
• As a seasoned, experienced professional, with a full understanding of industry practices and company policies and procedures, you will apply attained experiences and knowledge in solving a wide range of issues in imaginative and practical ways.
• Ability to demonstrate Rubrik’s values. To be a role model leading as part of a united management team, collaborating, creating a positive environment.

About Rubrik:

At Rubrik we are revolutionizing cloud data management by creating the world's first platform to orchestrate data for hybrid cloud enterprises anytime, anywhere.  We are relentlessly focused on bringing a fresh approach and innovation to this old problem, by blending future proof architecture with consumer grade simplicity. We have an exciting challenge in front of us with opportunities in search, analytics, scalable systems and many other areas.

Our focus is on the people that can produce extraordinary results. We need individuals who feel comfortable in ambiguity and excited by the prospect of a challenge. Bottom line, if you have a limitless drive and like to win, we want to talk to you!

At Rubrik, we provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability. In addition to federal law requirements, we comply with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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