Channels Operations Manager, Managed Services

Job Summary

Rubrik’s Global Partner Organization is seeking an experienced and strategic leader to serve as a trusted business partner to our managed services ecosystem. In this role, you will own the operational strategy, program design, and go-to-market execution for Rubrik’s managed services business—driving alignment across managed service providers (MSPs), field sales, marketing, and product teams.

This is not a transactional operations role. You will act as a strategic advisor to MSP partners and internal stakeholders alike, shaping how Rubrik engages with and grows its MSP channel. You bring a proven track record of influencing without authority, building lasting partner relationships, and translating business strategy into executable programs. Your efforts will directly influence Rubrik’s market positioning and revenue growth in managed services.

*** This position requires a minimum of 2 days/week at Rubrik's HQ in Palo Alto, CA ***

What You’ll Do:

• Strategic Partnership: Build deep relationships with MSP leadership to drive mutual growth and platform commitment.
• Business Planning: Create annual and semi-annual business plans with sales, setting shared goals and performance milestones
• Performance Management: Lead Quarterly Business Reviews (QBRs) to assess progress, address risks, and align on future priorities.
• Programs: Partner with the programs and incentives team to evolve the MSP program framework, including partner tiers, onboarding requirements, incentive structures, and growth criteria that reward and accelerate top performers.
• GTM Strategy: Develop and evangelize a GTM Strategy and Plan for the managed services route to market, galvanizing cross-functional action and ensuring consistent execution across field, marketing, and partner teams.
• Data & Metrics: Define and track metrics for individual MSP performance and program health, creating leading-indicator frameworks that enable proactive intervention and growth planning.
• Pipeline and Forecast: Drive pipeline accountability and forecast accuracy across the MSP channel, partnering with sales leadership to ensure visibility and predictability in MSP-sourced revenue.
• Process and tools: Lead highly cross-functional initiatives to identify and close gaps in managed services processes and systems, working across sales, product, finance, and partner success.
• Internal Advocacy: Serve as the internal champion for MSP partner needs, translating partner feedback into actionable insights for product, marketing, and enablement teams.

Experience You’ll Need:

To be successful in this role, candidates should meet the following requirements:

• Minimum of a Bachelor’s degree from an accredited four-year university.
• 5–7 years in a strategy and operations, channel operations, or partner success function within a technology or SaaS environment.
• Track record of serving as a strategic advisor or business partner to external partners or customers, driving joint business planning and outcomes.
• Proven ability to own and drive large cross-functional GTM initiatives in a fast-paced enterprise environment.
• Robust analytical background with familiarity with Salesforce, Tableau, or equivalent tools for pipeline and performance reporting.

Preferred Skills:

• Ability to develop trust-based with cross-functional internal stakeholders, driving alignment and results without direct authority.
• Experience managing channel ecosystems at scale, with a strong understanding of the MSP business model and go-to-market motion.
• Strategic mindset with the ability to develop a GTM playbook in line with organizational objectives, then operationalize it across teams.
• Strong analytical instincts—able to deconstruct complex problems, leverage data to drive decisions, and translate insights into partner-facing and executive-ready recommendations.
• Aptitude to identify growth opportunities within the managed services route to market and build programs that capture them.
• Solid experience with Salesforce and Tableau; comfort working with pipeline data and partner performance metrics.
• Excellent communication and executive presence—comfortable presenting to senior leaders, facilitating partner executive sessions, and driving cross-functional alignment.

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