Business Development Lead - Security Alliances

Rubrik’s sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional development through our world class sales enablement program and our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential and take your career to the next level. All this while doing something that truly matters, protecting the world's data.

Business Development Lead, Cybersecurity Alliances 

The Security Alliances & Ecosystem Business Development lead is responsible for developing & managing sales-side partnerships within the Cyber Security Ecosystem. Cyber Security is a team sport and relationships, product integrations, and aligned vision with major organizations is important to Rubrik’s customers. In this role you have four main priorities: (1) Build sales relationships with strategic security partners and bridge them to Rubrik sellers (2) Help Rubrik source new deals through our cyber security partners (identify accounts, conduct outreach and support all the way through to opportunity creation) (3) Accelerate co-sell deals by becoming the subject matter expert on cybersecurity customer needs and product value (4) Evangelize our alliances with the broader cybersecurity community and pitch our joint value proposition to customers, sellers, analysts and beyond (5) Help manage and drive sales interlock/field events with our cyber security alliances (6) Enable Rubrik field with the better together message for our cyber security partners

What you’ll be doing:

• Engage directly in the sales cycle as a Cyber Security Alliance Subject Matter Expert on joint pursuits/opportunities driving incremental upsell sales or New Logo ACV
• Drive joint sales pursuits in targeted accounts and facilitate field interlock/ joint pursuit planning
• Understand Rubrik’s product and the technical ecosystem to pitch joint value proposition to customer and sellers as the Cyber Security Alliance Subject Matter Expert 
• Responsible for enablement and sell the value of Rubrik to partners & the value of the partnership to Rubrik sellers
• Lead collaboration with joint Marketing teams to build and execute joint demand generation plans (Partner Prospecting Days, CxO Roundtables and joint events)

Experience you’ll need:

• Ideally minimum of 10+ year’s experience as an AE, product line/specialist AE or SE at a fast growing cybersecurity / SaaS tech company 
• Some degree of technical knowledge of Data Security, SaaS required
• Experience in selling to Commercial & Large Enterprise businesses across verticals, private & public sector
• Bachelor’s degree
• Knowledge of industry sales processes (MEDDPICC, Command of the message etc).

#LI-DNI