Role Overview:
We are seeking a seasoned and strategic Global Leader to build and scale our Managed Service Provider (MSP) business globally. Based in the U.S., this role will own the end-to-end MSP go-to-market (GTM) strategy, refine pricing and commercial models, partner with Product to shape MSP-ready offerings, and drive accelerated revenue through targeted partner engagement. This is a high-impact role responsible for making the MSP ecosystem a core growth pillar for the company.Key
Responsibilities:
- MSP GTM Ownership:
- Develop and lead the global GTM strategy for MSPs, with tailored motions by region, segment, and service delivery model (e.g., resale, co-managed, managed services)
- Program Development:
- Build and operationalize a modern, scalable MSP Partner Program—including incentives, enablement, service frameworks, and co-sell models.
- Pricing & Commercial Innovation:
- Refine and evolve pricing models (e.g., usage-based, Flex Licensing, volume-based discounts) in collaboration with Finance and Product to align with MSP buying behavior.
- Cross-functional Collaboration:
- Act as the voice of MSPs within the business—driving alignment with Product, Finance, Legal, and Sales to ensure MSP needs are reflected in product roadmaps, go-to-market motions, and commercial terms.
- Accelerate Revenue with Strategic MSPs:
- Leverage your existing MSP network to drive early wins and momentum. Establish lighthouse partners and bring joint offerings to market quickly.
- Field Enablement & Sales Support:
- Equip sales and partner teams with MSP-specific enablement, playbooks, and engagement guidance to scale repeatable motions globally.
- Competitive & Market Insights:
- Monitor industry trends and competitive MSP strategies (e.g., Commvault, Veeam, Palo Alto) to inform program direction and differentiation.
Qualifications:
- 15+ years of experience in channel, alliance, or partner leadership roles.
- Minimum 10 years of direct experience building, leading, or scaling MSP programs and GTM motions.
- Deep understanding of the MSP operating model, service creation, billing models, and margin structures.
- Proven ability to launch programs, refine pricing strategies, and drive high-impact partner growth.
- Strong executive presence and stakeholder influence—internally and with top-tier MSPs.
- Existing relationships across the global MSP ecosystem are highly preferred.
- Hands-on, results-oriented leader with strategic vision and operational excellence.
Success Metrics:
- Revenue growth through MSP channel
- Time-to-value from new MSP onboarding
- Partner satisfaction and program adoption
- Number of joint wins and competitive takeouts
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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.
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 @ RubrikAt 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.
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 [email protected] 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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