- Own and scale Rubrik's partnerships with Cognizant and Kyndryl across their practices in the Americas
- Serve as the primary Rubrik owner of the Cognizant relationship and GTM work with Cognizant and Kyndryl
- Execute quarterly global business plans covering GTM priorities, enablement milestones, marketing commitments, and bookings targets
- Maintain executive relationship coverage across GSI alliance leads, practice GMs, delivery leadership, and Rubrik stakeholders
- Establish and run senior GSI meetings, including QBRs and executive briefings
- Act as the conduit between Rubrik's field organization and GSI partners for new logo generation, pipeline creation, and joint business development
- Drive partner-sourced and partner-influenced pipeline through co-sell motions, campaigns, and account mapping
- Accelerate partners' technical and commercial adoption of Rubrik's product portfolio
- Present joint value propositions to customers, partner sellers, and partner leadership
- Identify strategic customer accounts and coordinate opportunity registration, deal support, and account planning
- Define and validate partner sales processes and contract-closure paths
- Build an ecosystem across relevant OEMs and ISVs, including HP, Everpure, Microsoft, and AWS
- Own partner cost models, incentive structures, resale/referral economics, and deal-registration benefits
- Coach and enable Rubrik account teams on partner organizations, escalation paths, and win themes
- Report partner pipeline, bookings, enablement, and program health to Rubrik and partner leadership
Requirements
- Successful, verifiable track record partnering directly with Cognizant and/or Kyndryl, or comparably-sized GSIs, at a national or global level
- Demonstrated ability to set up and run GSI meetings with key business executives from day one
- Experience leading new logo generation, pipeline creation, and business development between a vendor field organization and GSI partners
- Ability to navigate and accelerate a large partner organization's adoption of product solutions and translate that into bookings
- Strong executive presence; able to represent and present joint value propositions
- Proven ability to build lasting, mutually valuable relationships with GSI partners and internal sales teams
- Experience identifying a GSI's top customers and executing interlock with a vendor sales organization for opportunity registration
- Experience defining and validating a partner's sales process and path to contract closure for accurate forecasting
- Experience building an ecosystem with OEMs and ISVs, including Everpure, Microsoft, AWS, and others
- Comfort with commercial/cost modeling, incentive design, and financial selling in a partner context
- Willingness to travel 50%+
Demonstrates expertise in managing strategic partnerships with GSI organizations, particularly Cognizant and Kyndryl, while driving business development and pipeline creation. Proficient in executing go-to-market strategies, building executive relationships, and navigating complex sales processes to achieve revenue targets.
Highest-signal resume keywords
- GSI Partnership Management
- Business Development
- Executive Relationship Building
- Pipeline Creation
Soft Skills
- Strong Executive Presence
- Relationship Building
- Coaching and Enabling Teams
Industry Keywords
- Cognizant
- Kyndryl
- GSI
- OEM
- ISV
- AWS
- Microsoft
- Financial Selling
Tools & Technologies
- Salesforce
- CRM Systems
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Senior GSI Partner Account Manager Arbeitgeber: Jobtailor
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