Business Development Lead, Security Alliances
Offer summary
Qualifications:
Minimum of 10+ years experience in sales or as a product specialist in cybersecurity or SaaS tech companies., Bachelor's degree required., Technical knowledge of Data Security and SaaS is essential., Familiarity with industry sales processes such as MEDDPICC is preferred..Key responsabilities:
- Develop and manage sales-side partnerships within the Cyber Security Ecosystem.
- Engage in the sales cycle as a Cyber Security Alliance Subject Matter Expert.
- Drive joint sales pursuits and facilitate collaboration with marketing teams for demand generation.
- Enable Rubrik field teams with messaging that highlights the value of partnerships.
Job description
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
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.
Join Us in Securing the World's Data
Rubrik (NYSE: RBRK) is on a mission to secure the world’s data. With Zero Trust Data Security™, we help organizations achieve business resilience against cyberattacks, malicious insiders, and operational disruptions. Rubrik Security Cloud, powered by machine learning, secures data across enterprise, cloud, and SaaS applications. We help organizations uphold data integrity, deliver data availability that withstands adverse conditions, continuously monitor data risks and threats, and restore businesses with their data when infrastructure is attacked.
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Inclusion @ Rubrik
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:
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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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Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
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Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.
Equal Opportunity Employer/Veterans/Disabled
Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at hr@rubrik.com if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.
Required profile
Experience
Other Skills
- Sales
- Teamwork
- Collaboration
- Communication
- Problem Solving
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