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.

• 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.

• 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.

• 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.

• 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.

• 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…