Senior GSI Partner Account Manager - Cognizant / TCS

Rubrik; Trenton (NJ); Teletrabalho; USD 183 000 - 198 000; Tempo integral

Resumo da oferta

Rubrik, a leader in data security and AI-powered operations, seeks a senior GSI Account Executive to own and scale partnerships with Cognizant and TCS across the Americas. You will drive pipeline, bookings, and co-sell motions while managing executive-level relationships and enablement across the two partners.

You will own partner cost models, incentives, and joint business plans, and you will travel to support senior-level engagements.

Qualificações

• Verifiable track record partnering with Cognizant and/or TCS or similar GSIs at national/global level.
• Ability to set up and run GSI meetings with senior executives from day one.
• Experience driving new logos, pipeline, and business development between vendor field and GSI partners.

Responsabilidades

• Establish and run senior GSI meetings with Cognizant and TCS executives, including QBRs and briefings.
• Act as main conduit between Rubrik field and GSI partners for new logos, pipeline, and co-sell.
• Drive partner-sourced and partner-influenced pipeline via co-sell motions and campaigns.
• Accelerate adoption of Rubrik products within Cognizant and TCS, tracking certifications and delivery readiness.
• Present Rubrik and partner joint value to customers, partner sellers, and leadership.
• Identify top customer accounts for each partner and coordinate with Rubrik sales for opportunities.
• Define partner sales process and path to contract closure for forecasting.
• Build ecosystem with OEMs/ISVs (e.g., Microsoft, AWS) and manage partner incentives.

Conhecimentos

Partner management

Executive relationships

Pipeline development

Global GSIs

Negotiation

Descrição da oferta de emprego

Rubrik has partnered with the world's leading Global Systems Integrators (GSIs) to build successful, profitable outcomes for our joint customers and both companies. The GSI Account Executive will own and scale Rubrik's partnership with two named GSI partners — Cognizant and TCS — driving pipeline, bookings, and co-sell motion across their respective practices in the Americas . This is a senior, quota-influencing role for someone with a proven track record managing Global GSI partnerships, spanning business development, partner enablement, cost/commercial models, financial selling, and executive-level negotiation. This person leads from the front, communicates with transparency, and sets the tone for a positive, collaborative field-and-partner working relationship.

Partner Ownership:

• Serve as the primary Rubrik owner of the Cognizant relationship, aligning to their Cloud, Infrastructure Services, Cybersecurity and AI & Digital Engineering Practices
• Serve as the primary Rubrik owner of Cognizant and TCS GTM working closely with the Global Account Manager,
• Execute the vision of the Global business plan with a Geo lens with each partner covering GTM priorities, enablement milestones, marketing commitments, and bookings targets, refreshed quarterly.
• Map and maintain executive relationship coverage across both partners — alliance leads, practice GMs, and delivery leadership — and Rubrik's aligned sales, SE, and executive sponsors.

Key Responsibilities:

• Establish and run senior GSI meetings with key Cognizant and TCS business executives from day one, including QBRs and executive briefings.
• Act as the main conduit between the Rubrik field and both GSI partners for new logo generation, pipeline creation, and joint business development.
• Drive partner-sourced and partner-influenced pipeline through structured co-sell motions, campaign execution, and account mapping with each partner's sales organization.
• Accelerate Cognizant's and TCS's technical and commercial adoption of Rubrik's product portfolio, tracking practice certifications, demo capability, and delivery readiness.
• Represent and present Rubrik's and each partner's joint value proposition to customers, partner sellers, and partner leadership.
• Identify each partner's top/strategic customer accounts and execute interlock with the Rubrik sales organization for opportunity registration, deal support, and account planning.
• Define and validate each partner's sales process and path to contract closure (procurement, legal, partner commercial approvals) to support accurate joint forecasting.
• Build a positive, coordinated ecosystem across adjacent OEMs and ISVs relevant to Cognizant and TCS engagements, including HP, Everpure, Microsoft, and AWS, avoiding channel conflict and reinforcing joint solutions.
• Own the partner cost model and financial selling motion — incentive structures, resale/referral economics, and deal registration benefits — to make Rubrik the economically preferred choice within each partner's portfolio.
• Coach and enable Rubrik account teams on how to work each partner's org, escalation paths, and win themes.
• Report on partner pipeline, bookings, enablement, and program health on a regular cadence to Rubrik and partner leadership.

Required Capabilities & Experience:

• Successful, verifiable track record partnering directly with Cognizant and/or TCS, 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 from the front as the main conduit for new logo generation, pipeline creation, and business development between a vendor field org 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 Rubrik's and a partner's joint value proposition.
• Exemplary relationship-building skills, with a 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 org for opportunity registration.
• Experience defining and validating a partner's sales process and path to contract closure for accurate forecasting.
• Experience building a positive ecosystem with OEMs and ISVs (e.g., Everpure, Microsoft, AWS, and others).
• Comfort with commercial/cost modeling, incentive design, and financial selling in a partner context.
• Willingness to travel 50%+.

#LI-MR2

#LI-Remote

The minimum and maximum base salaries for this role are posted below; this role is also eligible to earn commissions pursuant to the Company's written Incentive Compensation Plan. Additionally, the role is eligible for equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

US (SF Bay Area, DC Metro, NYC, Seattle) Pay Range

$183,000—$198,000 USD

The minimum and maximum base salaries for this role are posted below; this role is also eligible to earn commissions pursuant to the Company's written Incentive Compensation Plan. Additionally, the role is eligible for equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

US2 (all other US offices/remote) Pay Range

$166,000—$192,000 USD

Join Us in Securing and Accelerating the World's AI Transformation

Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.

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At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.

Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.

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

• Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
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