Regional Vice President, Strategic Partners

Rubrik's National Strategic Partners team owns the company's most strategic VAR/reseller relationships — a portfolio of top national partners that collectively represent a significant and growing portion of Americas channel-sourced new logo and expansion pipeline. The RVP of Strategic Partners is the senior field leader responsible for the strategy, execution, and business outcomes across this entire partner portfolio.

This is a highly visible, executive-facing role that requires an exceptional blend of strategic thinking, leadership presence, and the ability to drive measurable results at the intersection of Rubrik's field sales motion and our top partners. The ideal candidate will be known — by both Rubrik's leadership team and partner executives — as a trusted, proactive partner who connects the right people, surfaces the right opportunities, and owns outcomes end to end.

What You'll Do:

Executive Engagement & Internal Visibility

• Build and maintain a structured executive cadence — both externally with C-level and VP-level contacts at the top 9 national partners, and internally with Rubrik's CRO, AVPs, and regional sales leaders.
• Proactively own your internal brand: communicate clearly and regularly up, down, and across the organization. Sales leaders and the CRO should consistently hear from you — not route around you.
• Serve as the primary escalation point for your team. When issues arise — DR, competitive, compensation, deal structure — you lead the resolution. Your team and your peers should default to you, not to your manager.
• Deliberately connect Rubrik executive and field leaders to partner leaders through structured joint business planning, executive sponsor programs, and co-selling initiatives.

Strategy & Business Planning

• Own a comprehensive national partner strategy across all 9 accounts: joint business plans with revenue targets, GTM priorities by vertical and geography, and enablement roadmaps aligned to Rubrik's product portfolio.
• Identify white space and expansion opportunities within the partner portfolio; make the investment case to leadership and drive execution.
• Partner closely with marketing, SE leadership, and product to build and execute co-marketing campaigns, partner enablement programs, and joint pipeline generation activities.
• Track and report on key partner metrics (PG, pipeline coverage, partner sourced new logo and expansion growth, attach rates) and present results to senior leadership on a regular cadence.

Pipeline Generation & Revenue Ownership

• Directly own your team's pipeline generation (PG) number and partner sourced new logo and expansion growth — not just as a monitor, but as an active participant in driving outcomes.
• Engage at an account level to accelerate strategic deals, remove blockers, and personally close gaps between Rubrik field teams and partner account teams.
• Build a culture of pipeline accountability on your NPM team through clear metrics, weekly deal reviews, and coaching.

Team Leadership & Talent Development

• Serve as a second-line leader managing a sizable team of National Partner Managers, setting clear expectations for performance and growth.
• Attract and retain top partner sales talent; actively build a bench of future leaders within the NPM organization.
• Model the executive presence and high-impact behaviors you expect from your team — they should look to you as the standard.
• Drive a high-trust, high-performance team culture where team members bring their toughest problems to you first.

Operating Rhythm & Operational Excellence

• Define and execute a consistent operating rhythm for the team — weekly deal reviews, pipeline calls, monthly business reviews, and quarterly partner QBRs — and hold yourself and your team accountable to that cadence without exception.
• Build and manage to a disciplined set of leading indicators: deal registration volume, partner-sourced pipeline, active opportunities, conversion rates (deal reg to approved, pipeline to closed won), and partner engagement scores.
• Own the conversion rate story — know where deals are stalling, why they're stalling, and what specific actions will move them. Drive ongoing optimizations to improve throughput across every stage of the funnel.
• Track weekly metrics across the team with rigor; surface trends early, distinguish noise from signal, and bring data-backed recommendations to leadership rather than anecdotes.
• Identify underperformance early and address it directly — through coaching, process changes, or resource reallocation — rather than waiting for end-of-quarter surprises.
• Continuously refine the team's operating model: tweak coverage, incentives, enablement, and GTM priorities based on what the data is telling you, and create a culture of ongoing improvement over the status quo.

Cross-Functional Collaboration

• Build deep, trusted relationships with Rubrik's regional sales leaders (RVPs/AVPs) so that they view you and your team as force multipliers — not support functions.
• Orchestrate closely with the Americas regional channel teams — CDMs, regional channel managers, and channel leadership — to ensure national partner strategies are activated and amplified at scale across every region.
• Partner with channel SEs, channel marketing, field marketing, and sales and executive leadership to build co-sell motions, enablement programs, and joint campaigns that drive measurable pipeline and revenue.
• Activate the broader alliances ecosystem — working across ISVs, GSIs, cloud hyperscalers, and technology partners — to develop joint services, co-create solutions, and build GTM plays that expand Rubrik's reach, accelerate sourcing, and drive scale beyond what the direct channel can achieve alone.
• Champion the national partner motion internally, ensuring the organization understands how top partners create differentiated value for Rubrik.

What Success Looks Like:

• In the first 90 days, you will have established an executive cadence with each of the top 9 partners, introduced yourself to all key internal stakeholders (CRO, AVPs, field marketing), and delivered a refreshed joint business plan framework for the team.
• At 6 months, your team's pipeline generation is on track or above plan, you are a familiar and trusted voice in the CRO's leadership forums, and partner escalations are being routed to and resolved by you — not elevated to your manager.
• At 12 months, you have demonstrably elevated the strategic value of the national partner channel through new executive relationships, measurable pipeline impact, and a team that is growing in both capability and results.

What You'll Bring:

• 10+ years of channel, partner sales, or alliances experience at a high-growth enterprise technology company, with at least 4 years in a senior leadership role managing a team.
• Demonstrated track record of building and owning executive-level relationships with national or strategic reseller partners (VAR, MSSP, or national solution providers).
• Visible executive presence — comfortable presenting to C-level executives internally and externally, running QBRs, and representing the partner business in senior leadership forums.
• Strong data fluency: you know your numbers, coach your team on theirs, and use metrics to tell a compelling business story to leadership.
• Experience building and executing joint business plans with measurable new logo and expansion revenue impact across a large, complex partner portfolio.
• Excellent cross-functional influencer: demonstrated ability to align channel SEs, channel marketing, field marketing, sales, and executive leadership around partner priorities without direct authority.
• High self-awareness and strong communication habits — you proactively surface issues, share wins, and keep leadership informed without being asked.
• Willingness and ability to travel 40–60% for executive-level, high-impact engagements.
• Prior experience in cybersecurity, data management, cloud infrastructure, or an adjacent high-growth SaaS sector preferred.
• Existing executive relationships at one or more of Rubrik's top national partners (e.g., CDW, SHI, Presidio, Trace3, Ahead, etc.) a strong plus.

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