Rubrik, Inc.

• Architect and scale comprehensive enablement programs—from onboarding to advanced value selling. • Ensure Account Executives, Sales Engineers, and Channel Partners are equipped to communicate Rubrik’s Zero Trust Data Security and AI-driven resilience value propositions. • Translate global enablement initiatives into regional success. • Act as a strategic advisor to Americas Regional Directors, aligning enablement KPIs with regional revenue targets. • Conduct continuous evaluations of the sales organization’s skills and performance.

• Lead, negotiate and close SaaS, AI and related agreements - including security, privacy, support and professional services - using your experience and judgment to bring terms within Rubrik’s accepted risk parameters and to align with our offerings • Team up cross-functionally with sales, product, engineering, revenue, support, professional services, and other departments to achieve business objectives • Find creative solutions to bring complex deals over the finish line while meeting timeframes and maintaining a positive customer experience • Bring positivity and professionalism to each interaction and negotiation, especially in time-bound, high stakes scenarios • Stay fluent in the legal and regulatory landscape, especially in industry verticals (e.g. public sector, financial services, healthcare) • Navigate ever-evolving AI terms and conditions — including acceptable use policies, data training restrictions, model output liability, ownership, and AI governance - and AI regulatory developments, from the EU AI Act to emerging U.S. frameworks • Excel when supporting a quota-driven sales ecosystem, utilizing your skills in accurate prioritization and proactive communication to manage high-volume and competing demands • Build genuine, collaborative relationships across the company with a focus on Sales • Geek out on Rubrik’s products to be confident, creative and flexible in negotiations • Enable the Sales team through formal and informal trainings to maximize speed, collaboration and a seamless customer experience

• Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities. • Assists in the analysis, design and development of fully integrated technology solutions. • Demonstrates technical leadership and subject matter expertise on Rubrik’s products, distributed architectures, file systems, and competitive storage offerings. • Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. • Makes technical and sales presentations and demonstrations to our channel partners’ and customers’ technical staff and senior management. • Serves as a trusted technology advisor to customers. • Successfully builds relationships with the account team, partners and customers in support of sales team objectives. • Leads technical sales calls. • Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.

• Design impactful learning experiences: Apply adult learning theory and instructional design best practices to create modern, microlearning-based content • Translate complex knowledge: Convert complex technical product information into clear, actionable enablement experiences • Develop scalable programs: Build and manage onboarding and continuous learning programs across GTM Sales and Technical internal sales teams • Curate content libraries: Maintain scalable assets including playbooks, certifications, videos, and assessments • Advocate for the learner: Ensure every learning touchpoint is relevant, engaging, and accessible • Collaborate across teams: Partner with Product, Marketing, and Sales, and Sales leaders to identify capability gaps and deliver tailored enablement solutions • Measure effectiveness: Use performance data and learner feedback to refine programs for continuous improvement • Analyze workflows: Identify repetitive, manual, or inefficient workflows that can be optimized with AI and automation • Implement AI tools: Deploy knowledge assistants, chatbots, personalization features, and automated reporting

• Monitor and respond to security alerts across Rubrik’s corporate network, endpoints, cloud, and SaaS environments. • Rapidly detect and accurately identify signs of intrusions and other malicious activity. • Manage the end-to-end incident response lifecycle, encompassing triage, deep-dive investigations, and remediation to ensure accurate identification of root causes and organizational impact. • Partner with vulnerability management, FedRAMP, and engineering teams to assess threats, prioritize vulnerabilities, and drive timely remediation efforts. • Collaborate with cross functional teams to drive resolution of events. • Contribute to overall program maturity through providing feedback and ideas to refine and improve detection capabilities and response processes. • Update and maintain accurate incident case attributes and investigation details.

• Negotiate & Close: Draft and negotiate complex technology agreements with major enterprise customers, serving as the lead voice on security terms. • Bridge the Gap: Partner cross-functionally with Sales, InfoSec, Product Engineering, and Product Legal to align commercial goals with technical realities. • Advise & Protect: Provide frontline legal guidance on security and contractual risk for standard matters, partnering with senior counsel on complex regulatory questions and novel issues. • Know the Product: Develop a deep understanding of Rubrik’s platform to effectively represent our security posture in customer negotiations and internal product discussions.

• Own the company's national partner strategy across all 9 accounts • Build and maintain structured executive cadence with partners and internal stakeholders • Own comprehensive partner strategy including joint business plans • Engage at account level to accelerate strategic deals • Build a culture of pipeline accountability on your team through clear metrics • Drive high-trust, high-performance team culture

• Execute on the alliance strategy by supporting partner planning, sales acceleration, and pipeline generation initiatives. • Lead efforts to increase "Partner Initiated Deals" by positioning Rubrik's technologies as a "must-have" within our global partner ecosystem. • Serve as a key connector, facilitating account mappings and qualification meetings that convert target accounts into successful POCs and closed deals. • Deliver enablement and training sessions to partner SEs and sales teams, building their ability to independently represent and sell Rubrik solutions. • Present Rubrik's vision at partner events and meetings, engaging both partner stakeholders and end-customers. • You will directly influence how our partners go to market with Rubrik's Data Security platform and build meaningful relationships within a world-class GTM organization.

• 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.