Senior GSI Account Executive – M365
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Job Description
Senior GSI Account Executive driving Rubrik's Microsoft 365 resilience sales through strategic GSI partners. Building pipeline, joint offerings, and closed revenue for Rubrik's data, identity, and AI security platform.
Responsibilities:
- Own the Microsoft 365 data resilience go-to-market motion across Rubrik's strategic GSI and advisory partners in the Americas
- Turn GSI relationships into sourced pipeline, co-developed joint solutions, and closed revenue for Microsoft 365, Entra ID, and Azure workloads
- Own quarterly pipeline and bookings targets for GSI-sourced and influenced opportunities
- Identify M365/E5 migrations, tenant-to-tenant moves, Copilot rollouts, and security and compliance opportunities
- Drive deals from first conversation to close alongside Rubrik AEs, SEs, and Regional Directors
- Run weekly forecasts, deal reviews, and Salesforce account categorization, partner attribution, and deal registration
- Build relationships with GSI practice leadership, Microsoft alliance teams, delivery and managed services leaders, and sellers
- Create joint account plans and lead pipeline reviews, win/loss reviews, and account mapping sessions
- Train and certify GSI sellers, architects, and delivery teams on Rubrik's M365 value proposition and competitive positioning
- Co-create packaged offerings combining Rubrik M365 protection with GSI migration, managed services, and security services
- Develop solution briefs, reference architectures, pricing guidance, and SOWs with Product, Product Marketing, and GSI practices
- Coordinate Microsoft co-sell, field engagement, Azure Marketplace, joint campaigns, workshops, executive briefings, customer meetings, and RFP/RFI responses
- Publish win stories and relay field and partner feedback to Product and Sales Leadership
Requirements:
- 10+ years in enterprise software, cybersecurity, or data protection sales, including 5+ years in a partner, alliance, or GSI-facing role
- Proven record of sourcing and closing six- and seven-figure deals through GSIs or large advisory partners
- Strong knowledge of Microsoft 365 (Exchange Online, SharePoint, OneDrive, Teams) and Azure, and related data protection challenges
- Established relationships, or proven ability to build them, with major GSIs
- Experience building joint offerings and enabling partner sellers and delivery teams
- Strong forecasting, deal management, and Salesforce discipline
- Excellent executive communication and negotiation skills
- Travel of approximately 30-40%
- Preferred: background selling backup, data protection, or cyber resilience for Microsoft 365 or SaaS workloads
- Preferred: experience with Microsoft co-sell, Azure Marketplace, and MACC-based purchasing
- Preferred: familiarity with MEDDPICC and partner-led deal registration
- Preferred: Microsoft certifications or equivalent hands-on M365 architecture credibility
Benefits:
- Commission eligibility pursuant to the Company's written Incentive Compensation Plan
- Equity eligibility
- Benefits eligibility
- Equal employment opportunities
- Reasonable accommodations for qualified applicants and employees with disabilities
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