Senior GSI Partner Account Manager - Cognizant / Kyndryl

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 Kyndryl 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 Kyndryl 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 Kyndryl'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 Kyndryl 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 Kyndryl, 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%+.