Rubrik, Inc.

• Build and manage a pipeline of customer story candidates across key verticals, use cases, and geographies, in close partnership with sales, customer success, business value, and the product/engineering teams • Lead customer discovery conversations that go beyond intake interviews to surface the real operational impact of Rubrik's platform • Write and produce first-draft narratives across formats including written customer stories, video briefs, executive one-pagers, and event-ready abstracts • Own and operate the CXO Visionaries program end to end — Rubrik's exclusive, invitation-only community designed for C-level IT and security leaders including Fortune 500 and Global 2000 CIOs, CISOs, and CTOs • Develop and produce CXO Visionary profiles that showcase member success and amplify their personal brand and organizational visibility • Design and manage the CXO Visionaries award program • Oversee the Visionary spotlight feature in Rubrik's monthly CXO newsletter • Identify, recruit, and onboard new Visionary members and connect them with keynote speaking and earned media opportunities at marquee CXO forums • Coordinate with Rubrik Zero Labs to ensure members receive timely, exclusive access to cutting-edge threat intelligence that strengthens their organization's cyber defenses • Develop sufficient command of Rubrik's platform and the broader cyber resilience landscape to ask informed questions in customer interviews • Work closely with the product and Zero Labs teams to ensure customer stories are grounded in correct technical context and reflect the right platform capabilities • Build and maintain scalable internal and field-facing tracking systems • Own the intake, production, review, and approval workflow from first customer conversation through published asset • Manage the customer story process for quarterly earnings • Define quality standards for what a Rubrik customer story is, and enforce them consistently • Track story usage and impact across sales, events, PR, and executive engagements • Partner with PR and communications to surface stories suitable for media placement • Work with the field and sales teams to match the right stories to the right conversations • Support the Transformation team’s thought leadership and public-facing content • Partner with cloud and ecosystem alliance teams to develop customer stories that meet partner co-marketing requirements • Coordinate CXO customer speaker sourcing and logistics for Rubrik events • Collaborate with the EBC team to integrate the strongest customer stories into executive briefing experiences • Manage external production partners including writers, videographers, and agencies • Establish clear briefs, timelines, and quality reviews to maintain consistent output at scale

• Build & Scale Global Partner Marketing Programs: Lead the end-to-end lifecycle of global partner programs, from initial design and pilot to global rollout and optimization. • Global-to-Local Enablement: Build "Global Program Kits" and Playbooks that empower regional field marketing teams to execute with speed and consistency. • Drive Early Pipeline Engagement: Manage and optimize global rewards and incentive programs designed to drive early-stage deal registration and pipeline velocity. • Data-Driven Growth: Analyze regional performance data to identify opportunities for expanding rewards programs into new markets, ensuring they are culturally and operationally relevant. • Build the "Champion" Community: Create and manage a global community for our partners, specifically focused on technical and sales champion programs that drive long-term loyalty and brand advocacy. • Elevate Strategic Partner Experience: Lead the strategy and execution for high-touch partner engagements, including Executive Summits, Partner Advisory Boards, and the dedicated partner experience at our annual user conference (Forward). • Strategic Team Direction: Manage and mentor a focused team, providing the strategic guidance and project management necessary to hit global milestones. • Represent the Partner Marketing Organization: Serve as the primary point of contact and advocate for the Partner Marketing team across the organization, ensuring partner needs are represented in product launches, corporate events, and sales strategy. • Global Communication Strategy: Design and manage a global partner communication architecture to ensure a predictable, high-impact of information across all regions and partner types. • Multi-Channel Orchestration: Own the tactical execution of the global partner calendar across Newsletters, Portal Updates, Webinars, and Rubrik.com, providing partners with actionable market intelligence and the insights needed to win. • Cross-Functional Orchestration: Ensure seamless alignment between Partner Sales, Product Marketing, and Channel Ops to resolve complex operational matters and eliminate friction in the partner journey.

• Support the sales teams with CRM operations including quoting, account ownership transfers, opportunity updates and other critical functions • Facilitate system access for sales representatives through established onboarding & offboarding processes (SFDC, Clari, Tableau, etc.) • Work with cross-functional teams (Order Mgmt., Deal Desk, Finance, Sales Management and Product Ops.) to drive accurate and timely reporting and communication • Serve as the Field Sales point of contact for general inquiries and process guidance • Support the preparation of Quarterly Business Reviews • Take ownership of ad hoc projects that improve efficiency and sales productivity

• Provide technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market. • Assist in the analysis, design and development of fully integrated technology solutions. • Demonstrate technical leadership and subject matter expertise on Rubrik’s products, distributed architectures, file systems, and competitive storage offerings. • Act as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. • Make technical and sales presentations to customer's technical staff and senior management. • Serve as a trusted technology advisor to customers and serve as an internal resource on technical issues or specific business applications within an assigned market segment. • Successfully build relationships with the account team, partners and customers in support of sales team objectives and engage and leverage corporate resources, abilities, budgets and personnel as appropriate. • Lead technical sales calls and whiteboarding/discovery sessions. • Qualify sales opportunities in terms of customer technical requirements, competition, decision-making process and funding. • Partner with AEs on pipeline generation from both existing accounts (white space/expansion) and new prospects (supporting discovery).

• Develops and implements a comprehensive strategy that maximizes Rubrik’s cloud position and opportunities across the territory. • Manages and develops the team of sales representatives including recruiting, hiring, and enablement of team members. • Hands on approach and thought leadership into account strategies and focus • Sells and promotes the introduction of Rubrik to Enterprise prospects and provides guidance to the team on strategy, sales process and CxO level selling. • Participates in strategic and tactical planning for the region and a key member of the Enterprise Management team. • Develops and execute a Focus plan to maximize revenue and growth across the region. • Drives accurate team forecasting practice in line with management expectations. • Conducts weekly progress meetings with sales team. • Assists in the development of short, medium, and long term plans to achieve strategic objectives. • Regularly interacts across functional areas with senior management or executives to ensure region objectives are met. • Ability to influence thinking or gain acceptance of others in sensitive situations is important.

• Architect and scale enablement programs—from onboarding to advanced 'Value Selling'. • Translate global enablement initiatives into regional success stories adapting content for local market maturity, languages, and business cultures. • Conduct gap analysis of the sales team’s skills and performance. • Act as the primary strategic partner to the Americas Regional Directors aligning enablement KPIs with regional revenue targets. • Manage a world-class onboarding journey that reduces 'Time-to-Productivity' for new hires. • Drive the adoption of Rubrik’s chosen sales methodology to ensure consistency in pipeline qualification and deal execution. • Collaborate with Product Marketing to launch training for new features in the Rubrik Security Cloud and Rubrik Agent Cloud. • Track and report on enablement impact via CRM and Sales Engagement tools.

• Architect and scale enablement programs—from onboarding to advanced 'Value Selling' • Translate global enablement initiatives into regional success stories by adapting content for local market maturity, languages, and business cultures • Conduct regular assessments of the sales team’s skills and performance to identify regional 'readiness gaps' • Act as the primary strategic partner to the Americas Regional Directors, aligning enablement KPIs with regional revenue targets • Manage a world-class onboarding journey that reduces 'Time-to-Productivity' for new hires across multiple time zones • Drive the adoption of Rubrik’s chosen sales methodology (e.g., MEDDICC, Command of the Message) • Track and report on enablement impact via CRM (Salesforce) and Sales Engagement tools (Clari, Salesloft)

• Designing and implementing creative commercial structures for high-level strategic deals • Leading strategic conversations with sales leadership to align commercial offerings • Drafting specialized commercial language in contracts to capture unique deal terms • Ensuring all deals adhere to internal compliance, revenue integrity, and company-wide sales policies

• Own the blueprint for alliance success by driving high-level partner planning, sales acceleration, and massive pipeline generation. • Lead the charge in increasing 'Partner Initiated Deals' by positioning Rubrik’s cutting-edge technologies as a 'must-have' for our global partners. • Act as the ultimate connector, arranging high-stakes account mappings and qualification meetings that convert target accounts into successful POCs and closed deals. • Deliver high-energy enablement and training sessions to partner SEs and sales teams, turning them into a self-sufficient, formidable extension of the Rubrik sales force. • Showcase your influence by hosting major events and presenting Rubrik’s vision to large audiences of partners and end-customers. • You are influencing the product roadmap of the industry’s most disruptive Data Security platform and building a legacy within a world-class GTM organization.

• Develop impactful product messaging and positioning that communicates Rubrik's value proposition effectively to Managed Service Providers (MSPs) • Work with the product, sales, and broader marketing teams to create and execute successful GTM plans for new launches and product updates, targeting MSPs • Produce a variety of content, including sales enablement tools, product collateral, customer case studies, webinars, blogs, and whitepapers • Stay up-to-date on market trends, competitive landscape, and customer pain points specific to MSPs to inform messaging, product roadmap, and go-to-market initiatives. • Develop training materials, battlecards, and product demonstrations to empower sales teams with the knowledge and tools they need to effectively sell Rubrik's MSP solutions • Collaborate with the Sales, Customer Success and Product teams to gather customer insights, use cases, and feedback to refine product messaging and build customer advocacy. • Partner closely with Product Management, Sales, Demand Generation, and Customer Success to align marketing strategies with product and business goals for MSPs.