Senior GSI Account Executive - M365

About the role

Owns the Microsoft 365 data resilience go-to-market motion across GSI and advisory partners in the Americas, sourcing pipeline and closing revenue for M365, Entra ID and Azure workloads. Suits a senior seller with 10+ years in enterprise software, cybersecurity or data protection sales and 5+ years in partner or GSI-facing roles.

What you'll do

• Own a quarterly pipeline and bookings target for GSI-sourced and influenced Microsoft 365 opportunities.
• Identify opportunities in GSI installed bases, including M365/E5 migrations, tenant-to-tenant moves, Copilot rollouts, and security and compliance programs.
• Drive deals from first conversation to close alongside AEs, SEs and Regional Directors using partner-sourced expansion and new-logo plays.
• Run a disciplined cadence of weekly forecasts, deal reviews and clean Salesforce hygiene including account categorization, partner attribution and deal registration.
• Build relationships across GSI practice leadership, Microsoft alliance teams, delivery leaders and sellers.
• Create a joint account plan per priority GSI with target accounts, executive sponsors, solution focus and quarterly milestones.
• Train and certify GSI sellers, architects and delivery teams on Rubrik's M365 value proposition, competitive positioning and services attach.
• Lead recurring pipeline reviews, win/loss reviews and joint account mapping sessions.
• Co-create packaged offerings bundling Rubrik M365 protection with GSI migration, managed services and security services.
• Work with Product, Product Marketing and GSI practices on solution briefs, reference architectures, pricing guidance and SOWs.
• Align M365 resilience with Cloud Resilience and Identity Resilience motions, including cyber recovery and Entra ID protection, to grow deal size.
• Help GSIs build managed-service and recurring-revenue models around Rubrik.
• Coordinate with the Microsoft alliance team on co-sell, field engagement and Azure Marketplace, including MACC-eligible purchasing.
• Stay current on Microsoft's M365 roadmap, licensing and shared responsibility model, and position Rubrik against native and competitive offerings.
• Partner with Marketing and Partner Programs on joint campaigns, workshops and executive briefings, and support customer meetings and RFP/RFI responses.
• Publish win stories and references and relay field and partner feedback to Product and Sales Leadership.
• Drive partner-sourced expansion and new-logo plays for Microsoft 365 and adjacent workloads (Entra ID, Azure) to make Rubrik part of each GSI's standard M365 migration, modernization, and security offerings.

What you'll need

• 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 such as Accenture, Deloitte, HCLTech, Cognizant, Infosys, Wipro, Kyndryl and PwC.
• 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%.

Nice to have

• Background selling backup, data protection, or cyber resilience for Microsoft 365 or SaaS workloads.
• Experience with Microsoft co-sell, Azure Marketplace and MACC-based purchasing.
• Familiarity with MEDDPICC and partner-led deal registration.
• Microsoft certifications or equivalent hands-on M365 architecture credibility.

Benefits listed by Rubrik

• Equity
• Commission under the company's written Incentive Compensation Plan
• Benefits

Tools & skills mentioned