Legal Counsel

Legal Counsel, Channels

Bangalore, India preferred (Hybrid in office 2 days a week) | Open to fully remote within India for the right candidate

About Our Team

The Rubrik Commercial Legal Team manages Rubrik's global commercial contracts and revenue-related legal matters. Within Commercial Legal, the Channels & Alliances legal team supports Rubrik's partner ecosystem: the distributors, resellers, managed service providers, global and regional system integrators, and alliance partners through which Rubrik sells its data security and cyber resilience products worldwide.

Rubrik goes to market primarily through a two-tier channel: Rubrik sells to a Distributor, the Distributor sells to a Reseller, and the Reseller sells to the end Customer. This role is the day-to-day legal partner for that business unit. You will be the first point of contact for the Channels organization on reseller and distributor agreements, amendments and partner program requests, keeping deals moving and partners compliant. You will join a small, collaborative team and work alongside a Channels Legal Counsel peer, reporting to the Director of Legal who leads Channels & Alliances, Marketplaces and Inbound Licensing.

This is a hands-on role for an attorney who already works in the channel world, enjoys negotiating with partners and wants to be a trusted advisor to a fast-moving sales organization.

Where You Can Make an Impact

• Own day-to-day channel contracting: Draft, review and negotiate reseller agreements, distributor agreements, amendments, adoption agreements for partner affiliates, resale enablement amendments and other documents partners need to resell Rubrik's SaaS and subscription products.
• Live in the two-tier channel model: Apply a deep working knowledge of Rubrik's go-to-market: Rubrik sells to a Distributor, who sells to a Reseller, who sells to the end Customer. Understand how order flow, pricing and discounts, deal registration, flow-down terms and end-user agreements work across each tier, and spot when a request breaks the model.
• Be the front door for the Channels organization: Manage the channel contract-request intake queue. Triage, prioritize and route incoming requests, resolve routine matters yourself and escalate exceptions with a clear recommendation.
• Support the Partner Program: Advise Partner Programs and Partner Operations on partner program requests, program terms and conditions, tier and status changes, program exceptions, incentive and referral arrangements, and partner onboarding and offboarding.
• Advise channel leaders and account managers: Act as a trusted advisor to Channel Account Managers, Distribution leaders, Alliances and the Channels Global Partner Organization. Answer their questions with practical, business-ready guidance and help them close deals on standard terms.
• Negotiate directly with partners: Lead negotiations and calls with partner legal, procurement and business teams. Hold Rubrik's standard positions, use approved fallbacks and know when to escalate.
• Build and maintain templates and playbooks: Create and update channel agreement templates, amendment forms, negotiation playbooks, fallback positions, FAQs and training so the ecosystem stays on standard terms and the business can self-serve.
• Drive deals to signature: Coordinate internal approvals, signature requests and e-signature execution, and work with Partner Operations and Deal Desk so executed agreements are recorded correctly in Salesforce and partners can transact.
• Apply a compliance and competition lens: Identify and escalate antitrust and competition law issues common to distribution (resale price maintenance, dual distribution, territorial and customer restrictions, exclusivity), as well as anti-corruption, sanctions and export, and public-sector procurement issues.
• Collaborate cross-functionally: Partner wi