Director of Channel Strategy and Operations


  • Full Time

Where you can make an impact

  • Own the annual planning process for the Global Partner Organization, including the development of business plans, operating models, resource allocation, market segmentation, and territory design.
  • Structure and lead key strategic initiatives, establish and track KPIs, and develop best practices.
  • Provide innovative recommendations for Partner business planning, reporting, scorecards, and forecasting processes.
  • Gather and synthesize relevant data, lead analyses and develop final recommendations around strategic and operational Partner initiatives.
  • Develop formal reporting packages for Partner and Partner sales effectiveness and productivity. Conduct metrics reviews with Partner leaders and supporting teams.
  • Measure, evaluate, and improve Partner rep and manager ramp time and productivity across roles and regions.
  • Persuasively communicate actionable strategy recommendations to executive management and the broader organization
  • Work with cross-functional teams to optimize the Partner sales flow and enable deal delivery.
  • Develop the Partner Strategic planning & Operations team for scale along with process and system enhancements.

Who you are:

  • Strategy and operations professional
  • Deep understanding of SaaS licensing models and foundational knowledge of various Partner selling motions (i.e. ISV, MSP, OEM, Resell, Disti, etc).
  • Proven track record of building and leading a highly effective team. Passion for coaching and mentoring both new and experienced team members.
  • Deep experience with partner processes and tools such as deal registration, onboarding, and partner portals
  • Excellent written and verbal communication skills. You can hold a meeting with executives.
  • Deep experience modeling complex problems, both conceptually and tactically (i.e. spreadsheets, analysis tools, visualization).
  • The desire and capacity to work independently AND collaboratively.
  • Multi-tasking prioritization expertise: Experience balancing numerous different priorities and demands.
  • Highly productive: Ability to be highly productive and operate with little oversight on day-to-day basis
  • Independent thinker with proactive and structured approach to problem solving, taking initiative and following through with strong execution.
  • High-energy, company-first, positive attitude: Passionate and motivated to make a massive impact and work hard in a fast-paced environment.


  • 10+ years of global strategic field (Sales, Pre-Sales, or Partner) strategy & operations experience
  • Experience in high-tech industry and managing a team in a fast paced environment
  • Salesforce and Tableau (or other analysis/BI tools) mastery: complex dashboards & reports, custom report types, calculated fields, workflows.
  • Exceptional quantitative and MS Excel skills.
  • Familiarity with Salesforce CPQ, Q2C tools, and partner learning tools
  • Experience collaborating across functions such as marketing, product, sales etc.
  • Bachelor's degree


About Rubrik:

Rubrik, the Zero Trust Data Security Company™, delivers data security and operational resilience for enterprises. Rubrik’s big idea is to provide data security and data protection on a single platform, including Zero Trust Data Protection, Ransomware Investigation, Incident Containment, Sensitive Data Discovery, and Orchestrated Application Recovery. This means your data is ready so you can recover the data you need, and avoid paying a ransom. Because when you secure your data, you secure your applications, and you secure your business.

We are a leader in data security, have been recognized as as a Forbes Cloud 100 Company, named as a LinkedIn Top 10 Startup and are proud to have earned Great Place to Work® Certification™. There has never been a more exciting time to join Rubrik, and our future is even brighter. The work you do will help propel our next chapter of growth as you do the best work of your career.

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Diversity, Equity & Inclusion @ Rubrik: 

At Rubrik we are committed to building and sustaining a culture where people of all backgrounds are valued, know they belong, and believe they can succeed here.

Rubrik's goal is to hire and promote the best person for the job, no matter their background. In doing so, Rubrik is committed to correcting systemic processes and cultural norms that have prevented equal representation. This means we review our current efforts with the intent to offer fair hiring, promotion, and compensation opportunities to people from historically underrepresented communities, and strive to create a company culture where all employees feel they can bring their authentic selves to work and be successful.

Our DEI strategy focuses on three core areas of our business and culture:

  • Our Company: Build a diverse company that provides equitable access to growth and success for all employees globally. 
  • Our Culture: Create an inclusive environment where authenticity thrives and people of all backgrounds feel like they belong.
  • Our Communities: Expand our commitment to diversity, equity, & inclusion within and beyond our company walls to invest in future generations of underrepresented talent and bring innovation to our clients.
Equal Opportunity Employer/Veterans/Disabled: 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, or protected veteran status and will not be discriminated against on the basis of disability.
Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. 
Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.