Senior GSI Partner Lead - Cognizant & TCS (Remote)

Rubrik; Madison (WI); Remote; USD 183,000 - 198,000; Full time

Job summary

Rubrik 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, engaging executive leaders and aligning strategic GTM priorities to maximize joint value.

You will lead from the front, enable field teams, and manage alliance coverage, certifications, and delivery readiness, while navigating procurement and forecasting processes. Travel 50%+ is expected.

Qualifications

• Proven track record partnering with Cognizant and/or TCS or similar GSIs.
• Ability to set up and run GSI meetings with senior executives from day one.
• Experience leading vendor-to-GSI collaboration for new logos and pipeline.
• Ability to drive adoption of solutions across large partner organizations.
• Strong executive presence and ability to present joint value propositions.
• Exemplary relationship-building with GSIs and internal sales teams.
• Experience identifying top customers and coordinating with vendor sales for forecasting.
• Ability to define partner sales processes and closure paths for forecasting.
• Experience building ecosystems with OEMs/ISVs (e.g., Microsoft, AWS).
• Comfort with cost modeling and financial selling in a partner context.
• Willingness to travel 50%+.

Responsibilities

• Establish and run senior GSI meetings with Cognizant and TCS executives from day one, including QBRs and briefings.
• Act as the main conduit between Rubrik field and the GSI partners for new logo generation, pipeline, and joint BD.
• Drive partner-sourced and partner-influenced pipeline through co-sell motions and account mapping.
• Accelerate partner adoption of Rubrik's portfolio, tracking certifications, demos, and delivery readiness.
• Present Rubrik's and partner joint value propositions to customers and partner leadership.
• Identify top accounts for each partner and coordinate with Rubrik sales for opportunity registration.
• Define and validate partner sales processes and path to contract closure for forecasting.
• Build a positive ecosystem with OEMs/ISVs (Everpure, Microsoft, AWS) and avoid channel conflict.
• Own partner cost model and incentives to position Rubrik as a preferred option.
• Coach Rubrik account teams on partner orgs, escalation paths, and win themes.
• Regularly report partner pipeline, bookings, enablement, and program health to leadership.

Skills

GSI partnerships

Executive relationship management

Pipeline development

Strategic account management

Travel 50%+

Job description

Rubrik 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, engaging executive leaders and aligning strategic GTM priorities to maximize joint value.

You will lead from the front, enable field teams, and manage alliance coverage, certifications, and delivery readiness, while navigating procurement and forecasting processes. Travel 50%+ is expected.