Senior GSI Partnerships Lead - Cognizant & TCS (Americas)

Rubrik; Phoenix (AZ); Remote; USD 166,000 - 198,000; Full time

Job summary

Rubrik is seeking an experienced Global System Integrator Account Executive to own and scale partnerships with Cognizant and TCS across the Americas. You will drive pipeline, bookings, and a co-sell motion, engaging executive leadership and aligning GTM priorities with these GSIs.

You will lead from the front to enable joint business development, manage executive relationships, and ensure adoption of Rubrik's products within partner ecosystems. 50%+ travel is expected.

Qualifications

• Successful, verifiable track record partnering directly with Cognizant and/or TCS, or comparably-sized GSIs, at a national or global level.
• 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.

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.

Skills

GSI partnerships

Executive-level negotiation

Pipeline development

Relationship management

Travel 50%+

Job description

Rubrik is seeking an experienced Global System Integrator Account Executive to own and scale partnerships with Cognizant and TCS across the Americas. You will drive pipeline, bookings, and a co-sell motion, engaging executive leadership and aligning GTM priorities with these GSIs.

You will lead from the front to enable joint business development, manage executive relationships, and ensure adoption of Rubrik's products within partner ecosystems. 50%+ travel is expected.