Director of Channel Strategy and Operations

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Where You Can Make An Impact (Key Responsibilities)

• Lead and architect the annual planning process for the Global Partner Organization, including the development of comprehensive business plans, operating models, resource allocation strategies, and optimized territory design.
• Drive high-priority strategic initiatives from conception through execution, defining key performance indicators (KPIs) and scaling best practices globally across the partner ecosystem.
• Design and iterate on innovative Partner business planning, reporting, scorecards, and forecasting methodologies to enhance accuracy and improve business predictability.
• Institutionalize global performance management by developing formal reporting packages, conducting rigorous metrics reviews with Partner leadership, and driving corrective actions.
• Act as the primary escalation point for cross-functional GTM issues, proactively mitigating conflict between Partner Sales and other internal teams to ensure channel harmony and efficiency.
• Operationalize a scalable Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) strategy, focusing on optimizing consumption/subscription models, profitability, and reporting requirements unique to these partners
• Persuasively communicate actionable strategy recommendations to executive management and the broader organization.
• Develop the Partner Strategic planning & Operations team for scale along with process and system enhancements.

Who You Are (Essential Qualifications)

• Strategy and operations professional with a proven ability to bridge analytical insights with operational execution.
• Expert-level command of SaaS licensing models and foundational knowledge of various Partner selling motions (e.g., ISV, MSP, OEM, Resell, Distribution).
• Proven track record of building and leading a highly effective team. Passion for coaching and mentoring both new and experienced team members.
• Excellent written and verbal communication skills; you possess the executive presence required to hold a meeting with senior leaders.
• Deep experience modeling complex problems, both conceptually and tactically (i.e., spreadsheets, analysis tools, visualization).
• Independent thinker with a proactive and structured approach to problem-solving, taking initiative and following through with strong execution.
• Multi-tasking prioritization expertise: Experience balancing numerous different priorities and demands.
• Highly productive: Ability to operate with little oversight on a day-to-day basis.

Background

• 10+ years of global strategic field (Sales, Pre-Sales, or Partner) strategy & operations experience.
• Experience in a high-tech/security industry and managing a team in a fast-paced environment.
• Familiarity with the cybersecurity partner ecosystem, including typical integration requirements, MSSP motions, and compliance-related GTM challenges.
• Salesforce and Tableau (or other analysis/BI tools) mastery: complex dashboards & reports, custom report types, calculated fields, and workflows.
• Exceptional quantitative and MS Excel skills.
• Familiarity with Salesforce CPQ, Q2C (Quote-to-Cash) tools, and partner learning platforms.
• Experience collaborating across functions such as marketing, product, and sales.
• Bachelor's degree required; MBA or relevant advanced degree preferred.

The minimum and maximum base salaries for this role are posted below; additionally, the role is eligible for bonus potential, 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.

US (SF Bay Area, DC Metro, NYC) Pay Range

$168,000-$253,000 USD

The minimum and maximum base salaries for this role are posted below; additionally, the role is eligible for bonus potential, 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.

US2 (all other US offices/remote) Pay Range

$168,000-$253,000 USD

Join Us in Securing the World's Data
Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.

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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:

• 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.
• 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.
• 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 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.

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