Senior GSI Partner Account Manager - Cognizant / TCS

Rubrik Job Board · Full-time · Posted 1mo ago

Partner Ownership:

Serve as the primary Rubrik owner of the Cognizant relationship, aligning to their Cloud, Infrastructure Services, Cybersecurity and AI & Digital Engineering Practices

Serve as the primary Rubrik owner of Cognizant and TCS GTM working closely with the Global Account Manager,

Execute the vision of the Global business plan with a Geo lens with each partner covering GTM priorities, enablement milestones, marketing commitments, and bookings targets, refreshed quarterly.

Map and maintain executive relationship coverage across both partners — alliance leads, practice GMs, and delivery leadership — and Rubrik's aligned sales, SE, and executive sponsors.

Key Responsibilities:

Establish and run senior GSI meetings with key Cognizant and TCS business executives from day one, including QBRs and executive briefings.

Act as the main conduit between the Rubrik field and both GSI partners for new logo generation, pipeline creation, and joint business development.

Drive partner-sourced and partner-influenced pipeline through structured co-sell motions, campaign execution, and account mapping with each partner's sales organization.

Accelerate Cognizant's and TCS's technical and commercial adoption of Rubrik's product portfolio, tracking practice certifications, demo capability, and delivery readiness.

Represent and present Rubrik's and each partner's joint value proposition to customers, partner sellers, and partner leadership.

Identify each partner's top/strategic customer accounts and execute interlock with the Rubrik sales organization for opportunity registration, deal support, and account planning.

Define and validate each partner's sales process and path to contract closure (procurement, legal, partner commercial approvals) to support accurate joint forecasting.

Build a positive, coordinated ecosystem across adjacent OEMs and ISVs relevant to Cognizant and TCS engagements, including HP, Everpure, Microsoft, and AWS, avoiding channel conflict and reinforcing joint solutions.

Own the partner cost model and financial selling motion — incentive structures, resale/referral economics, and deal registration benefits — to make Rubrik the economically preferred choice within each partner's portfolio.

Coach and enable Rubrik account teams on how to work each partner's org, escalation paths, and win themes.

Report on partner pipeline, bookings, enablement, and program health on a regular cadence to Rubrik and partner leadership.

Required Capabilities & Experience:

Successful, verifiable track record partnering directly with Cognizant and/or TCS, or comparably-sized GSIs, at a national or global level.

Demonstrated ability to set up and run GSI meetings with key business executives from day one.

Experience leading from the front as the main conduit for new logo generation, pipeline creation, and business development between a vendor field org and GSI partners.

Ability to navigate and accelerate a large partner organization's adoption of product solutions and translate that into bookings.

Strong executive presence; able to represent and present Rubrik's and a partner's joint value proposition.

Exemplary relationship-building skills, with a proven ability to build lasting, mutually valuable relationships with GSI partners and internal sales teams.

Experience identifying a GSI's top customers and executing interlock with a vendor sales org for opportunity registration.

Experience defining and validating a partner's sales process and path to contract closure for accurate forecasting.

Experience building a positive ecosystem with OEMs and ISVs (e.g., Everpure, Microsoft, AWS, and others).

Comfort with commercial/cost modeling, incentive design, and financial selling in a partner context.

Willingness to travel 50%+.

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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.

Join Us in Securing and Accelerating the World's AI Transformation

Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.

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At 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:

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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, age, disability, genetic information, protected veteran status, or any other status protected by applicable law. Rubrik provides equal employment opportunities to employees and applicants in all terms and conditions of employment, including recruiting, hiring, promotion, compensation, training, leave, and termination.

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