Rubrik · 1 week ago
Director of Channel Strategy and Operations
United States
Full-time
Remote
Director/Executive
$168K/yr - $253K/yr
10+ years expRubrik is a leader in data protection and AI operations, dedicated to securing the world's data. The Director of Channel Strategy and Operations will lead the annual planning process for the Global Partner Organization and drive strategic initiatives to enhance business predictability and partner performance.
Cloud ComputingCloud Data ServicesData ManagementInformation TechnologySecuritySoftware
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
Qualification
Required
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
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
Preferred
MBA or relevant advanced degree preferred
Benefits
Bonus potential
Equity
Benefits
Company
Rubrik
Rubrik is a data security platform that delivers cyber resilience, cyber posture, and cyber recovery solutions.
1001-5000 employees
H1B Sponsorship
Rubrik has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (147)
2024 (94)
2023 (81)
2022 (111)
2021 (93)
2020 (51)
Funding
Current Stage
Public CompanyTotal Funding
$1.55BKey Investors
MicrosoftMeros Equity Global ManagementBain Capital Ventures
2025-05-11Post Ipo Debt· $1B
2024-10-08Post Ipo Secondary
2024-04-25IPO
Leadership Team
Arvind Nithrakashyap
Co-Founder and CTO
Filip Verloy
CTO EMEA & APJ Rubrik X
Recent News
Business Wire
2026-01-17
2026-01-16
Business Wire
2026-01-16
Company data provided by crunchbase