Director, GSI Alliances EMEA

The role

Rubrik has partnered with the World’s leading Service providers to develop successful and profitable outcomes for our joint customers, and for our respective companies. The GSI Alliances Director / Leader for EMEA will be responsible for managing and driving unprecedented growth with select GSI's across the whole of EMEA. This person would come to the role with successful track-record of managing both EMEA wide GSI Account Executives as well as partnerships, including; service creation, enablement, cost models, financial selling, and business negotiations. This candidate will lead from the front, communicate openly, and set the example of a positive and collaborative work environment.

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.

Responsibilities:

• Work closely with sales leadership on development and execution of a sales strategy for the EMEA region
• Demonstrate leadership and initiative to grow our Alliances business across the EMEA region
• Provide coaching and management to the alliances sales teams 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
• Identity initiatives to drive partner sourced incremental revenue through named partners.

Required Capabilities & Experience

• Ideally minimum of 10+ years’ experience building & managing a successful GSI team & eco-system at a tech start-up / scale-up (ideally Security, SW or SaaS)
• Successful experience building partnerships with GSI's / Global System Integrators in EMEA 
• Proven track record of managing GSI's; with specific experience in service creation, enablement, cost models, financial selling, contractual and business negotiations.
• Ability to navigate and accelerate the partner’s adoption of product solutions and subsequent bookings.
• Proven ability to navigate and advocate for the partner and program across multiple internal departments; including, Product Management, Product Marketing, Operations, Technology Alliances, Support, Professional Services, Training, Sales Ops and Legal.
• Develop and execute an account strategy, partner metrics (KPI’s), and business plan.
• CXO, Senior leader relationships with GSI's. Exemplary relationship building skills, with proven ability to drive lasting relationships of mutual value with partners and sales team.
• Location: United Kingdom (Remote)
• Travel 50%+
• Knowledge of public cloud, SaaS, Data Security hugely advantageous
• Experience in selling to Commercial & Large Enterprise businesses across EMEA, cross verticals, private & public sector
• Bachelor’s degree; MBA preferred
• Experience using salesforce.com
• Knowledge of industry sales processes (MEDDPICC, Command of the message etc).

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Last updated on Jul 4, 2024