Director of Channel Strategy and Operations

Rubrik Job Board

7d • Remote

About The Position

Where You Can Make an Impact (Key Responsibilities) Lead and architect the annual planning process for the Global Partner Organization, including the development of comprehensive business plans, operating models, resource allocation strategies, and optimized territory design. Drive high-priority strategic initiatives from conception through execution, defining key performance indicators (KPIs) and scaling best practices globally across the partner ecosystem. Design and iterate on innovative Partner business planning, reporting, scorecards, and forecasting methodologies to enhance accuracy and improve business predictability. Institutionalize global performance management by developing formal reporting packages, conducting rigorous metrics reviews with Partner leadership, and driving corrective actions. Act as the primary escalation point for cross-functional GTM issues, proactively mitigating conflict between Partner Sales and other internal teams to ensure channel harmony and efficiency. Operationalize a scalable Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) strategy, focusing on optimizing consumption/subscription models, profitability, and reporting requirements unique to these partners Persuasively communicate actionable strategy recommendations to executive management and the broader organization. Develop the Partner Strategic planning & Operations team for scale along with process and system enhancements. Who You Are (Essential Qualifications) Strategy and operations professional with a proven ability to bridge analytical insights with operational execution. Expert-level command of SaaS licensing models and foundational knowledge of various Partner selling motions (e.g., ISV, MSP, OEM, Resell, Distribution). Proven track record of building and leading a highly effective team. Passion for coaching and mentoring both new and experienced team members. Excellent written and verbal communication skills; you possess the executive presence required to hold a meeting with senior leaders. Deep experience modeling complex problems, both conceptually and tactically (i.e., spreadsheets, analysis tools, visualization). Independent thinker with a proactive and structured approach to problem-solving, taking initiative and following through with strong execution. Multi-tasking prioritization expertise: Experience balancing numerous different priorities and demands. Highly productive: Ability to operate with little oversight on a day-to-day basis. Background 10+ years of global strategic field (Sales, Pre-Sales, or Partner) strategy & operations experience. Experience in a high-tech/security industry and managing a team in a fast-paced environment. Familiarity with the cybersecurity partner ecosystem, including typical integration requirements, MSSP motions, and compliance-related GTM challenges. Salesforce and Tableau (or other analysis/BI tools) mastery: complex dashboards & reports, custom report types, calculated fields, and workflows. Exceptional quantitative and MS Excel skills. Familiarity with Salesforce CPQ, Q2C (Quote-to-Cash) tools, and partner learning platforms. Experience collaborating across functions such as marketing, product, and sales.

Requirements

• Strategy and operations professional with a proven ability to bridge analytical insights with operational execution.
• Expert-level command of SaaS licensing models and foundational knowledge of various Partner selling motions (e.g., ISV, MSP, OEM, Resell, Distribution).
• Proven track record of building and leading a highly effective team. Passion for coaching and mentoring both new and experienced team members.
• Excellent written and verbal communication skills; you possess the executive presence required to hold a meeting with senior leaders.
• Deep experience modeling complex problems, both conceptually and tactically (i.e., spreadsheets, analysis tools, visualization).
• Independent thinker with a proactive and structured approach to problem-solving, taking initiative and following through with strong execution.
• Multi-tasking prioritization expertise: Experience balancing numerous different priorities and demands.
• Highly productive: Ability to operate with little oversight on a day-to-day basis.
• 10+ years of global strategic field (Sales, Pre-Sales, or Partner) strategy & operations experience.
• Experience in a high-tech/security industry and managing a team in a fast-paced environment.
• Familiarity with the cybersecurity partner ecosystem, including typical integration requirements, MSSP motions, and compliance-related GTM challenges.
• Salesforce and Tableau (or other analysis/BI tools) mastery: complex dashboards & reports, custom report types, calculated fields, and workflows.
• Exceptional quantitative and MS Excel skills.
• Familiarity with Salesforce CPQ, Q2C (Quote-to-Cash) tools, and partner learning platforms.
• Experience collaborating across functions such as marketing, product, and sales.
• Bachelor's degree required; MBA or relevant advanced degree preferred.

Responsibilities

• Lead and architect the annual planning process for the Global Partner Organization, including the development of comprehensive business plans, operating models, resource allocation strategies, and optimized territory design.
• Drive high-priority strategic initiatives from conception through execution, defining key performance indicators (KPIs) and scaling best practices globally across the partner ecosystem.
• Design and iterate on innovative Partner business planning, reporting, scorecards, and forecasting methodologies to enhance accuracy and improve business predictability.
• Institutionalize global performance management by developing formal reporting packages, conducting rigorous metrics reviews with Partner leadership, and driving corrective actions.
• Act as the primary escalation point for cross-functional GTM issues, proactively mitigating conflict between Partner Sales and other internal teams to ensure channel harmony and efficiency.
• Operationalize a scalable Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) strategy, focusing on optimizing consumption/subscription models, profitability, and reporting requirements unique to these partners
• Persuasively communicate actionable strategy recommendations to executive management and the broader organization.
• Develop the Partner Strategic planning & Operations team for scale along with process and system enhancements.

What This Job Offers

• Job Type: Full-time
• Career Level: Director