Rubrik—Senior Analyst, Global Alliances GTM Operation

Job description

Description: About the Role Rubrik is looking for a detail-driven Senior Analyst to join our Cloud GTM Operations team, based in India and supporting our APJ and EMEA regions. This role sits at the intersection of Sales, Finance, Engineering, our cloud partners (Microsoft Azure, AWS, and Google Cloud), and our broader alliance and referral partners. It is central to how Rubrik transacts through cloud marketplaces, executes co-funded growth programs, and runs its partner and co-sell motions. You will own the end-to-end creation and delivery of Marketplace Private Offers across Azure, AWS, and Google Cloud — supporting customers and partners through the purchase process — and drive the operational execution of Cloud Funding programs, from deal submission and spend tracking to flagging risks, following up with Account Executives, and standing up new programs. You will also manage day-to-day alliances and partner operations, including co-sell activity in Clazar, deal registrations, alliances reporting, and partner programs such as the Okta referral program. It is a high-visibility, process-oriented role for someone who thrives on accuracy, follow-through, and keeping many moving parts in sync across time zones and stakeholders. Key Responsibilities Marketplace Private Offers (Azure, AWS, Google Cloud) - Create, configure, and publish Private Offers across the Microsoft Azure, AWS, and Google Cloud marketplaces, ensuring pricing, terms, and durations match approved deal parameters. - Serve as the operational point of contact for marketplace transactions supporting AEs across the APJ and EMEA territories. - Validate offer details against Salesforce opportunities and quotes, and coordinate corrections before offers are extended to customers. - Track offer status through acceptance and closure, proactively resolving issues that could delay a deal. - Maintain accurate records of all Private Offers and connect them to booking workflows. Cloud Funding Program Execution - Submit qualifying deals into cloud partner funding programs (e.g., Microsoft, AWS, and Google co-funding / incentive programs) accurately and on time. - Track funding spend against approved budgets, monitor utilization, and maintain a clear, current view of program balances. - Raise flags early on at-risk claims, expiring funds, missing documentation, or approvals that are stalling. - Follow up persistently with Account Executives/BDMs to gather deal details, documentation, and approvals needed to progress and claim funding. - Help design and stand up new funding programs — defining process, eligibility criteria, intake, and tracking mechanisms in partnership with stakeholders. Cross-Functional Partnership - Work with Finance on budget alignment, accruals, spend reconciliation, and claim payouts. - Partner with Engineering / Systems teams to improve tooling, automation, and reporting for marketplace and funding workflows. - Collaborate with Sales and Account Executives to keep deals moving and ensure operational requirements are met. - Coordinate with cloud partner Business Development Managers (BDMs) to align on program rules, approvals, and escalations. - Produce regular status reporting and dashboards on offer volume, funding utilization, and program health for leadership. Alliances & Partner Operations - Manage co-sell activity in Clazar — including ad hoc opportunity sharing, partner introductions, deal updates, and deal registrations. - Run alliances activity reporting, tracking the agreed process and metrics for partner engagement and pipeline. - Manage the Okta referral program end to end. - Handle Salesforce partnership deal registration. - Monitor Sophos orders and manage related invoicing on an ad hoc basis. Success Metrics - Private Offers created accurately and within agreed turnaround times (SLA adherence). - Funding submitted, tracked, and claimed with minimal leakage or expired funds. - Timely, reliable flagging of risks and clean, audit-ready records. - Responsive, trusted partnership across Sales, Finance, Engineering, and cloud BDMs. - New or improved funding programs launched with clear, repeatable processes. Required Qualifications - 2–4 years of experience in sales operations, deal desk, revenue operations, alliances/partner operations, or a comparable analytical/operations role. - Hands-on experience with cloud marketplaces (Azure, AWS, and/or Google Cloud) and/or Private Offer creation — or a demonstrated ability to learn these workflows quickly. - Strong working knowledge of Salesforce (CRM) and comfort operating across quoting, opportunity, and reporting workflows. - Advanced spreadsheet skills (Excel / Google Sheets) for tracking spend, reconciling data, and building reports. - Exceptional attention to detail and a track record of accurate, on-time execution under deadline pressure. - Excellent written and verbal communication skills, with the confidence to follow up with and hold stakeholders accountable. - Ability to work across APJ and EMEA time zones and juggle multiple priorities and stakeholders simultaneously. Preferred Qualifications - Direct experience administering or executing cloud partner funding / co-investment programs (Microsoft, AWS, or Google). - Familiarity with the mechanics of cloud marketplace transactions and marketplace billing / booking flows. - Experience partnering with Finance on accruals, budget tracking, and reconciliation. - Exposure to designing or improving operational processes and tooling in a fast-scaling SaaS or cloud company. - Bachelor's degree in Business, Finance, Operations, or a related field. . Join Us in Securing and Accelerating the World's AI Transformation Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes. Linkedin | X (formerly Twitter) | Instagram | Rubrik.com Inclusion @ Rubrik At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data. Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential. Our inclusion strategy focuses on three core areas of our business and culture: - Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here. - Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries. - Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities. Equal Opportunity Employer/Veterans/Disabled Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at hr@rubrik.com if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. EEO IS THE LAW NOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS