Senior GSI Partner Account Manager

Stellenbeschreibung:

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.