Enterprise Sales Manager (Partner-Led)

Rubiscape; Pune District; On-site; INR 3,500,000 - 9,000,000; Full time

Job summary

Rubiscape, based in Pune, seeks an Enterprise Sales Manager (Partner-Led) to own a portfolio of Fortune 500 and large enterprise accounts. You will drive multi-crore platform deals through Rubiscape’s Gold/Platinum SI and Cloud partners, engaging CXO stakeholders and shaping adoption strategies.

You will orchestrate joint pursuit strategies, manage complex enterprise licenses, and ensure a strong pipeline and risk-adjusted growth with post-close expansion opportunities.

Qualifications

• 8+ years in enterprise software or SaaS sales.
• 3+ years with SI/Cloud partners in a co-sell model.
• Proven ₹1 Cr+ deal closure and ₹30 Cr+ annual quota.
• Executive presence with CDO/CIO/CISO stakeholders.
• Understanding of ELAs, pricing, and multi-year value engineering.

Responsibilities

• Own and grow a named-account portfolio with multi-year plans.
• Orchestrate partner-led sales motions with SI and Cloud partners.
• Lead CXO-level engagements with ROI and maturity assessments.
• Drive multi-studio platform deals spanning RubiFlow, RubiSight, RubiAI.
• Negotiate commercial frameworks and enterprise license structures.
• Maintain ≥5× pipeline coverage and monthly forecast updates.
• Collaborate with customer success post-close for expansion.

Skills

Enterprise sales

Partner-led selling

Executive engagement

Deal structuring

Education

Bachelor's degree in Engineering/CS/Business

Job description

Rubiscape’s most strategic enterprise dealsare won through a combination of deep executive relationships, platformdifferentiation, and a coordinated partner-led delivery model. As EnterpriseSales Manager (Partner-Led), you will own a portfolio of named Fortune 500 andlarge enterprise accounts, driving multi-crore platform deals through andalongside Rubiscape’s Gold and Platinum SI and Cloud partners. You will be theprimary Rubiscape executive sponsor for your accounts, responsible fornavigating CXO relationships, shaping enterprise-wide Decision Intelligenceadoption strategies, and orchestrating the full go-to-market motion frominitial qualification through commercial close and handoff to customer success.

Key Responsibilities

• Own andgrow a named-account portfolio, developing multi-year enterprise account plansthat map Rubiscape’s six-studio platform to each account’s data, AI, anddecision-intelligence maturity roadmap.
• Orchestratepartner-led sales motions with designated Gold/Platinum SI and Cloud partners,aligning partner practice leads, delivery architects, and executive sponsorsaround joint pursuit strategies.
• LeadCXO-level engagement (CDO, CIO, CISO, CFO) with executive briefings, ROIbusiness cases, and Decision Intelligence maturity assessments tailored to eachaccount’s vertical and priorities.
• Drivecomplex, multi-studio platform deals — typically spanning RubiFlow, RubiSight,RubiAI, and RubiStudio — including RFP responses, proof-of-concept scoping,security reviews, and enterprise procurement cycles.
• Negotiatecommercial frameworks including enterprise licence agreements,SaaS/BYOC/On-Prem deployment models, SLAs, and multi-year commit structures incollaboration with legal and finance.
• Maintain a≥5× pipeline coverage ratio against quarterly quota; provide accurate monthlyforecast commits with clear risk and upside commentary to VP of EnterpriseSales.
• Partnerwith customer success and professional services post-close to ensure <90-dayproduction deployment targets are met and expansion opportunities areidentified within 6 months of go-live.

Nice to Have

• Priorexperience at a data platform, AI/ML infrastructure, or enterprise analyticsvendor (Databricks, Palantir, ThoughtSpot, MicroStrategy, or comparable).
• Deepvertical expertise in BFSI, manufacturing, or public sector — sectors whereRubiscape has documented production deployments and approved outcome metrics.
• ExistingCXO relationships within India’s Fortune 500 or BSE 200 enterprise landscape.
• Familiaritywith Rubiscape’s deployment models and ability to articulate Air-Gap and BYOCvalue propositions to security-sensitive enterprise buyers.

About Rubiscape

Rubiscape is India’s leading DecisionIntelligence Platform, unifying data engineering, BI, machine learning, andagentic AI in a single governed platform. Built in Pune and trusted by Fortune500 enterprises across BFSI, manufacturing, healthcare, and government. 8international innovation patents. 10 Industry-Academia Labs & COEs. From BIto AI — One Platform. Every Decision.

Requirements

• 8+ yearsof enterprise software or SaaS sales experience, with at least 3 years sellingthrough or alongside SI/Cloud partners in a co-sell or partner-led model.
• Consistenttrack record of closing ₹1 Cr+ individual deals and achieving ₹30 Cr+ annualquota in a complex, multi-stakeholder enterprise sales environment.
• Executivepresence and credibility to engage CDO, CIO, and CISO stakeholders on datastrategy, AI adoption, and enterprise architecture decisions.
• Strongcommand of enterprise commercial structures: ELAs, consumption-based pricing,deployment-model trade-offs (SaaS vs. BYOC vs. On-Prem), and multi-year valueengineering.
• Experiencemanaging complex partner ecosystems on large pursuits, including dealprotection, partner conflict resolution, and SI delivery risk assessment.
• Bachelor’sdegree in Engineering, Computer Science, or Business; advanced degreepreferred.