National Partner Manager

About the role

You will be responsible for cultivating and managing strategic partnerships with key stakeholders at ePlus across the entire United States, ensuring alignment with Rubrik's broader market objectives. This role requires a highly collaborative approach where you will work closely with multiple internal teams to achieve ambitious sales targets and elevate Rubrik's market presence through effective partner management and targeted strategic initiatives. You will own the end-to-end relationship with ePlus, acting as the primary strategic advisor for their leadership and commercial teams. A core part of your responsibility will be to translate Rubrik's vision into actionable plans that drive tangible business expansion and revenue growth for the partnership. You will be expected to operate with a high degree of ownership, initiative, and accountability in all interactions. Ultimately, this position is pivotal in strengthening the Rubrik and ePlus alliance to unlock new value for both companies and their shared customers.

Key facts

What you'll do

• Oversee the national partnership with ePlus, focusing on driving business expansion and revenue growth across all designated territories.
• Formulate and execute comprehensive business strategies aimed at meeting and surpassing annual sales targets set by Rubrik leadership.
• Collaborate with marketing departments to design and implement targeted campaigns that boost brand awareness and create new business opportunities for ePlus customers.
• Organize and manage joint marketing efforts and partner events specifically tailored for ePlus's clientele to maximize engagement and lead generation.
• Lead the development of integrated sales and technical strategies that enhance the partnership and ensure Rubrik solutions are positioned for success within ePlus.
• Conduct training sessions for partner sales and technical teams to improve their performance, product knowledge, and effectiveness in selling Rubrik solutions.
• Maintain regular communication with both internal and external senior leadership to provide concise updates on business performance, partnership progress, and market insights.
• Facilitate account mapping sessions to ensure alignment between Rubrik's sales initiatives and ePlus's operational territories and strategic priorities.
• Identify and pursue opportunities for Partner-Initiated Deals and Proof of Concepts (POCs) that can drive additional revenue and demonstrate clear value for ePlus.
• Build and nurture relationships with key decision-makers and leaders within the ePlus organization to foster long-term collaboration and mutual growth.
• Monitor competitive landscape dynamics and provide feedback to internal teams regarding positioning and messaging for the ePlus partnership.
• Develop and maintain detailed playbooks and processes to standardize the partnership approach and ensure scalability across the national footprint.
• Analyze performance metrics and key performance indicators to identify trends, optimize strategies, and report on the ROI of partnership activities.
• Act as a subject matter expert for Rubrik within the ePlus ecosystem, providing thought leadership and strategic guidance on data protection and backup solutions.
• Support the creation of co-branded content, case studies, and success stories that highlight the value of the Rubrik and ePlus collaboration.

Requirements

• A minimum of 5 years of experience in partnership management, preferably with ePlus or similar national partners in the technology sector.
• Strong expertise in developing business plans and sales strategies tailored specifically for partner relationships and channel programs.
• Proven track record in executing channel programs and marketing initiatives that consistently drive measurable results and revenue growth.
• Experience in delivering training sessions for sales teams and presenting at customer events with confidence and professionalism.
• Demonstrated success in supporting partner sales efforts to close complex and high-value deals within enterprise-level organizations.
• Ability to work effectively in a collaborative, team-oriented environment while managing multiple priorities and stakeholders.
• Proficient in monitoring sales activities, managing pipeline reporting, and leveraging data to inform strategic decisions and forecast accuracy.
• Experience in selling Backup and Recovery solutions, with a preference for candidates knowledgeable in the Security sector and related compliance requirements.
• Familiarity with alliance and ecosystem vendors such as AWS, Microsoft, and GCP, along with a solid understanding of their value propositions and go-to-market strategies.
• Willingness to travel up to 50% of the time to meet with partners, attend industry events, and represent Rubrik at key conferences and customer gatherings.

Nice to have

• Experience in working with cross-functional teams including sales, marketing, and engineering to drive partner success and alignment.
• Previous involvement in the tech industry, particularly in cloud solutions, data management, or backup and recovery verticals.
• Familiarity with CRM tools such as Salesforce and sales enablement platforms to manage relationships and track interactions efficiently.
• Understanding of partner compensation models, rebate structures, and joint business planning processes.
• Knowledge of the current Rubrik product portfolio and roadmap to effectively communicate capabilities and differentiators to partners.

Practical notes

This role is open to candidates who are able to work remotely on a full-time basis, with occasional travel required for partner meetings, training sessions, and industry events. Travel may require up to 50% of time away from home, primarily within the United States. The position is based in Northern Virginia, and this location will be used for coordination and meeting purposes. Candidates must be legally authorized to work in the United States without sponsorship for this role. Rubrik is an equal opportunity employer and values diversity in its teams. The company provides a comprehensive benefits package, which will be elaborated on during the interview process. This includes health insurance, retirement plans, paid time off, and other perks designed to support employee well-being, work-life balance, and professional growth within a growing technology organization.