Account Executive, Federal System Integrator

Rubrik; Reston (VA); On-site; USD 80,000 - 150,000; Full time

Job summary

Join an innovative tech company as a Federal System Integrator Account Executive, where you can leverage your extensive sales experience to build strategic relationships and drive growth. This role offers the chance to work with a dynamic team and make a significant impact in the Federal space. You'll be responsible for managing the sales process, developing new opportunities, and exceeding ambitious revenue targets. If you're a driven sales professional with a passion for technology and a desire to succeed, this is the perfect opportunity to advance your career in a supportive and forward-thinking environment.

Benefits

Health Insurance

401(k) Plan

Flexible Work Hours

Professional Development Opportunities

Remote Work Options

Paid Time Off

Employee Stock Purchase Plan

Wellness Programs

Qualifications

• 10+ years of experience in Federal System Integrator sales.
• Strong experience with major Federal clients like Northrup Grumman.

Responsibilities

• Develop long-term relationships with Federal System Integrator customers.
• Manage sales pipeline and exceed revenue targets.

Skills

Sales Strategy Development

Relationship Management

Negotiation Skills

Business Acumen

Pipeline Management

Education

Bachelor's Degree

Master's Degree

Tools

Salesforce.com

CRM Software

Job description

Ready for an opportunity to make a substantial impact with a disruptive tech company while building your sales career? Rubrik, Inc. has an amazing product, a supercharged team, and the financial backing of Lightspeed Ventures, Greylock Partners, and Khosla Ventures. Bottom line, if you have limitless drive and like to win, we want to talk to you!

Our Federal System Integrator Account Executive will be responsible for developing long-term, strategic relationships with named Federal System Integrator customers in the DC metro area.

About The Position:

The FSI Account Executive will have ownership of all elements of bookings growth in the territory. This includes discovering and developing new opportunities, managing pipeline, executing account strategies, and managing customer expansion. The AE must be quota-driven and will represent Rubrik within the Federal space while working with Systems Engineers, Sales Development, Channel Development, and Rubrik Partners to exceed sales objectives. This position will manage all aspects of the sales process and will play an integral role in the success of the overall Federal Sales Team.

The Account Executive will actively track joint sales pipeline, meet or exceed quarterly and annual revenue targets, and make recommendations for improvements to increase penetration within the target market.

Primary Responsibilities:

• Capable of building and maintaining strong relationships with a diverse set of internal and external constituencies including senior-level executives, consulting resources, technical teams, marketing, capture, and sales representatives.
• Integrate Rubrik offerings into Partner go-to-market initiatives and strategies to create net new incremental pipeline and partner-sourced leads.
• Create and leverage partner enablement programs to deliver relevant and timely product and industry topics to existing and new Partners that positively impact Federal sales goals.
• Support the Rubrik Federal sales organization in the field through mindshare, partner introductions, and new opportunity identification.
• Leverage Salesforce.com and other tools to track the success of each program.
• Train and influence systems integrators by refining value propositions to meet specific partner and client needs.
• Identify appropriate solutions and services to meet partner customer integration and infrastructure needs.
• Manage complex sales cycles and present to decision-makers the value of our full suite of solutions.
• Skillfully negotiate with others to achieve desired results and meet customer needs.

Qualifications & Requirements:

• Strong SI and/or Software OEM experience in the Federal industry.
• 10+ years of experience as a Federal System Integrator sales executive or Majors/Enterprise Rep.
• Experience selling to Northrup Grumman, BAE, L3/Harris, Huntington Ingalls, Peraton, CACI, or SAIC.
• Demonstrated track record of significant accomplishment in an individual contributor or leadership role including successful development and management of accounts/programs/projects in complex matrixed organizations with numerous constituents.
• Strong business acumen and capable of developing and managing strategic plans with customers.
• Ability to present results and strategy to teams while considering a variety of knowledge levels within the audience.
• Knows how to create high-value services around targeted technology solutions by identifying key areas of differentiation, delivery improvement, and profitable direction.
• Must be able to work in a fast-paced and passionate environment.

Security and Privacy Responsibilities:

• Know, acknowledge, and follow system-specific security policies and procedures.
• Protect data and individual privacy per requirements and regulations.
• Perform ongoing activities in compliance with service and contractual obligations.
• Participate in role-based training, completing assignments on a timely basis.
• Report security issues promptly and aid investigation when needed.
• Support controlled changes and vulnerability remediation activities.
• Work collaboratively with Information Security in designing, implementing, assessing, or enhancing system-specific security and privacy controls.

Position Risk Designation:

This position carries duties and responsibilities involving the U.S. Federal Government’s interests. The selected incumbent may be subject to one or both of the additional background checks with periodic re-screening as noted below:

Position Risk Designation: Non-Sensitive, Low Risk, Tier 1

Incumbents without access to U.S. Government data may be required to complete Standard Form 85 and undergo a Tier 1 Investigation (T1) for non-sensitive positions of Low Risk. (Baseline screening; formerly National Agency Check and Inquiries (NACI)).

Position Risk Designation: Non-Sensitive, Moderate Risk, Tier 2 (Public Trust)

Incumbents with access to U.S. Government data may be required to complete Standard Form 85P and undergo Tier 2 (T2) Investigation for non-sensitive positions designated Moderate Risk.

Position Risk Designation: Moderate Risk Law Enforcement (CJIS)

When hired for a position where access to Moderate Risk criminal justice information is required, the employee must complete a fingerprint-based national criminal history background check within 30 days after the employee’s start date.

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Rubrik (NYSE: RBRK) is on a mission to secure the world’s data. With Zero Trust Data Security, we help organizations achieve business resilience against cyberattacks, malicious insiders, and operational disruptions. Rubrik Security Cloud, powered by machine learning, secures data across enterprise, cloud, and SaaS applications. We help organizations uphold data integrity, deliver data availability that withstands adverse conditions, continuously monitor data risks and threats, and restore businesses with their data when infrastructure is attacked.

Diversity, Equity & Inclusion @ Rubrik

At Rubrik, we are committed to building and sustaining a culture where people of all backgrounds are valued, know they belong, and believe they can succeed here.

Rubrik's goal is to hire and promote the best person for the job, no matter their background. In doing so, Rubrik is committed to correcting systemic processes and cultural norms that have prevented equal representation. This means we review our current efforts with the intent to offer fair hiring, promotion, and compensation opportunities to people from historically underrepresented communities and strive to create a company culture where all employees feel they can bring their authentic selves to work and be successful.

Our DEI strategy focuses on three core areas of our business and culture:

• Our Company: Build a diverse company that provides equitable access to growth and success for all employees globally.

• Our Culture: Create an inclusive environment where authenticity thrives and people of all backgrounds feel like they belong.

• Our Communities: Expand our commitment to diversity, equity, & inclusion within and beyond our company walls to invest in future generations of underrepresented talent and bring innovation to our clients.

Equal Opportunity Employer/Veterans/Disabled

Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at [e-mail] if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.

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