GAM - Indian GSIs

Global Account Manager - Indian GSI

About the job

Rubrik has partnered with the World’s leading Global Systems Integrators to develop successful and profitable outcomes for our joint customers, and for our respective companies. 

The candidate will own and lead Rubrik’s engagement with the Indian GSI ecosystem, driving strategic partnerships and accelerating high-impact business growth with select Global Systems Integrators across India.

This person would come to the role with a successful track-record of managing Global 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.

Required Capabilities & Experience

• Successful experience partnering with GSIs - including but not limited to HCL, Wipro, TCS, Infosys, LTM, Cognizant and TechMahindra etc.
• Candidate will be focusing on expanding Rubrik’s mindshare and business across but not limited to SaaS & Cloud platforms
• Proven track record of managing Global Systems integrators; 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.
• Exemplary relationship building skills, with proven ability to drive lasting relationships of mutual value with partners and sales team.
• Ability to build a positive ecosystem with OEMS and ISVs (incl. Pure Storage, Nutanix, Microsoft, AWS, & GCP)
• Travel 50%+

Desired Capabilities & Experience

• 15+ years experience in a similar role
• Hard working, self-driven and highly motivated individual with great team spirit
• Strong knowledge about the Data Management / Data Protection / Storage and Security market / Cyber Resilience and Recovery
• Great relation and reputation with key GSIs in assigned region
• Able to present in front of bigger audience and hosting events with and for partners and end-customers
• Bachelor’s degree; MBA preferred
• Experience using salesforce.com
• Knowledge of industry sales processes
• Has a metric driven approach and understands what success looks like
• Sold competitive solutions and has an extensive experience in data protection and security.