Director of Channel Strategy and Operations

1 month ago
Full-time
Executive
Sales and Business Development
Rubrik

Rubrik

Rubrik provides cutting-edge data security and protection solutions, including Zero Trust Data Protection and ransomware recovery, to ensure data readiness and business resilience.

IT Services
1K-5K
Founded 2014
$553M raised

Description

  • Lead and architect the annual planning process for the Global Partner Organization, including business plans, operating models, resource allocation, and territory design.
  • Drive high‑priority strategic initiatives from conception through execution, defining KPIs and scaling best practices across the global partner ecosystem.
  • Design and iterate Partner business planning, reporting, scorecards, and forecasting methodologies to improve accuracy and predictability.
  • Institutionalize global performance management by developing formal reporting packages, conducting metrics reviews with Partner leadership, and driving corrective actions.
  • Serve as the primary escalation point for cross‑functional GTM issues, proactively mitigating conflicts between Partner Sales and other internal teams.
  • Operationalize a scalable MSP and MSSP strategy focused on consumption/subscription models, profitability, and partner‑specific reporting requirements.
  • Persuasively communicate actionable strategic recommendations to executive management and the broader organization.
  • Develop and scale the Partner Strategic Planning & Operations team, including process and system enhancements.
  • Collaborate with cross‑functional teams (marketing, product, sales) to align partner strategy with broader GTM objectives.

Requirements

  • 10+ years of global strategic field (Sales, Pre‑Sales, or Partner) strategy & operations experience.
  • Proven track record of building and leading high‑performing teams, with a passion for coaching and mentoring.
  • Expert‑level command of SaaS licensing models and familiarity with partner selling motions (ISV, MSP, OEM, Resell, Distribution).
  • Deep familiarity with the cybersecurity partner ecosystem, including MSSP motions, integration requirements, and compliance‑related GTM challenges.
  • Mastery of Salesforce and Tableau (or similar BI tools) with experience building complex dashboards, custom report types, calculated fields, and workflows.
  • Exceptional quantitative, financial modeling, and MS Excel skills; experience modeling complex problems using spreadsheets and visualization tools.
  • Experience collaborating across functions such as marketing, product, and sales in fast‑paced, high‑tech/security environments.
  • Strong written and verbal communication with executive presence to present to senior leaders.
  • Independent, proactive, structured problem‑solver who can prioritize multiple demands and operate with minimal oversight.
  • Bachelor’s degree required; MBA or relevant advanced degree preferred; familiarity with Salesforce CPQ and Q2C tools is a plus.

Benefits

  • US base salary range: $168,000 — $253,000 (range applies to SF Bay Area, DC Metro, NYC, Seattle and other US locations).
  • Role is eligible for bonus potential.
  • Role is eligible for equity and company benefits.
  • Remote work option indicated (#LI-Remote).

Interested in this position?

Apply directly on the company website

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