Enterprise Sales Manager (Partner-Led)

Rubiscape; Pune District; On-site; INR 4,000,000 - 7,500,000; Full time

Job summary

Rubiscape in Pune seeks an Enterprise Sales Manager (Partner-Led) to own a portfolio of Fortune 500 and large enterprise accounts, driving multi-core platform deals with Gold/Platinum SI and Cloud partners.

You will be the primary Rubiscape executive sponsor for your accounts, navigating CXO relationships, shaping adoption strategies, and orchestrating the full go-to-market motion from initial qualification through close.

Qualifications

• 8+ years of enterprise software or SaaS sales experience.
• 3+ years selling through SI/Cloud partners in a co-sell model.
• Proven track record of ₹1 Cr+ deals and ₹30 Cr+ quota.
• Executive presence to engage CDO/CIO/CISO stakeholders.
• Knowledge of ELAs, consumption-based pricing, and multi-year models.
• Experience managing complex partner ecosystems on large pursuits.

Responsibilities

• Own and grow a named-account portfolio with multi-year plans.
• Orchestrate partner-led sales with Gold/Platinum SI and Cloud partners.
• Engage CXO-level stakeholders with ROI and adoption strategies.
• Drive multi-studio platform deals (RubiFlow, RubiSight, RubiAI, RubiStudio).
• Negotiate commercial frameworks and contract structures with legal/finance.
• Maintain 5 pipeline coverage and provide monthly forecast with risk commentary.
• Partner with customer success post-close to ensure success.

Skills

Enterprise software sales

SaaS sales

Partner-led selling

C-level engagement

Forecasting & quota

Contract negotiations

Education

Bachelor's degree in Engineering/CS/Business

Advanced degree preferred

Job description

About the Role

Rubiscapes most strategic enterprise deals are won through a combination of deep executive relationships, platform differentiation, and a coordinated partner-led delivery model. As Enterprise Sales Manager (Partner-Led), you will own a portfolio of named Fortune 500 and large enterprise accounts, driving multi-crore platform deals through and alongside Rubiscapes Gold and Platinum SI and Cloud partners. You will be the primary Rubiscape executive sponsor for your accounts, responsible for navigating CXO relationships, shaping enterprise-wide Decision Intelligence adoption strategies, and orchestrating the full go-to-market motion from initial qualification through commercial close and handoff to customer success.

Key Responsibilities

• Own and grow a named-account portfolio, developing multi-year enterprise account plans that map Rubiscapes six-studio platform to each accounts data, AI, and decision-intelligence maturity roadmap.
• Orchestrate partner-led sales motions with designated Gold/Platinum SI and Cloud partners, aligning partner practice leads, delivery architects, and executive sponsors around joint pursuit strategies.
• Lead CXO-level engagement (CDO, CIO, CISO, CFO) with executive briefings, ROI business cases, and Decision Intelligence maturity assessments tailored to each accounts vertical and priorities.
• Drive complex, multi-studio platform deals typically spanning RubiFlow, RubiSight, RubiAI, and RubiStudio including RFP responses, proof-of-concept scoping, security reviews, and enterprise procurement cycles.
• Negotiate commercial frameworks including enterprise licence agreements, SaaS/BYOC/On-Prem deployment models, SLAs, and multi-year commit structures in collaboration with legal and finance.
• Maintain a 5 pipeline coverage ratio against quarterly quota; provide accurate monthly forecast commits with clear risk and upside commentary to VP of Enterprise Sales.
• Partner with customer success and professional services post-close to ensure

Requirements

• 8+ years of enterprise software or SaaS sales experience, with at least 3 years selling through or alongside SI/Cloud partners in a co-sell or partner-led model.
• Consistent track record of closing ₹1 Cr+ individual deals and achieving ₹30 Cr+ annual quota in a complex, multi-stakeholder enterprise sales environment.
• Executive presence and credibility to engage CDO, CIO, and CISO stakeholders on data strategy, AI adoption and enterprise architecture decisions.
• Strong command of enterprise commercial structures: ELAs, consumption-based pricing, deployment-model trade-offs (SaaS vs. BYOC vs. On-Prem), and multi-year value engineering.
• Experience managing complex partner ecosystems on large pursuits, including deal protection, partner conflict resolution, and SI delivery risk assessment.
• Bachelors degree in Engineering, Computer Science, or Business; advanced degree preferred.

Nice to Have

• Prior experience at a data platform, AI/ML infrastructure, or enterprise analytics vendor (Databricks, Palantir, ThoughtSpot, MicroStrategy, or comparable).
• Deep vertical expertise in BFSI, manufacturing, or public sector sectors where Rubiscape has documented production deployments and approved outcome metrics.
• Existing CXO relationships within Indias Fortune 500 or BSE 200 enterprise landscape.
• Familiarity with Rubiscapes deployment models and ability to articulate Air-Gap and BYOC value propositions to security-sensitive enterprise buyers.