Director, MSP (Managed Service Provider)

Director of Americas MSP

The MSP business is one of Rubrik's fastest growing segments. The Director of Americas MSP will be a highly visible and strategic role within the MSP organization. You will develop and lead the MSP sales and partner business. The role will be matrixed as each Theater-based MSP team will report into the WW Vice President of WW MSP but will also be responsible for aligning with our Theater and Regional leadership teams. This role will be responsible for analyzing our existing business and identifying opportunities and strategies to expand into additional markets and MSP partnerships. You will design and build your team and will be responsible for all matters MSP in your Theater. Your responsibilities will cover all aspects of program management for the Service Delivery Partnership Program business in your region. This includes selling to them as a customer and building them as a route to market as cloud and managed service providers. You will also be responsible for discovering and developing new opportunities, managing pipeline, executing account strategies, and managing customer expansion. This role will be quota-driven and will represent Rubrik within the region while working with Sales Teams, Systems Engineers, Sales Development, and Channel Development to exceed sales objectives. This position will manage all aspects of the sales process and will play an integral role in the success of the overall sales team. The successful candidate will demonstrate a history of sales excellence through impressive pipeline growth, outbound prospecting, ruthless qualification, innovation and consistent hard work. Experience selling enterprise software into the datacenter is required.

Position Deliverables

• Build, lead and manage a team of MSP Business Dev Managers
• Work with the regional sales leadership and their sales teams to identify and recruit new partnerships
• Provide overview of partnership program to the field and new prospects
• Manage MSP specific pricing models
• Onboard new partners with contracting through Rubrik and Distribution partners
• Enable MSP's with guidance on service catalog creation
• Define and execute sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing and closing sales opportunities
• Co-sell and strategize with MSP partners
• Provide Rubrik, Inc. management with feedback about the local market opportunity and identification of new business opportunities regarding MSP partnerships
• Includes extensive travel within the region

About You

10+ years of direct MSP (managed service provider) sales experience

5+ years of leadership experience

Passion for selling and hungry for the hunt (IT industry background preferable)

You have knowledge of managed services and cloud business models and demonstrated experience developing MSP and Cloud business with SP's

Strong network and relationships in named service providers and system integrators (who deploy MSP / Cloud services) and service providers

Appreciation of financial aspects of building a service offering

Must be able to work in a fast paced and passionate environment

Entrepreneurial - willing to go the extra mile, strong work ethic, resourceful, "get it done" attitude

Bachelor's degree required or equivalent experience