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仕事の概要

Location: Japan

About the job

 Rubrik has partnered with the World’s leading Global Systems Integrators to develop successful and profitable outcomes for our joint customers, and for our respective companies.  The GSI Business Development Manager will be responsible for managing and driving unprecedented growth with select Global Systems Integrators in Japan. This person would come to the role with a successful track-record of managing Global partnerships, including; service creation, enablement, cost models, financial selling, and business negotiations. This candidate will lead from the front, communicate openly, and set the example of a positive and collaborative work environment.

募集ポジション
Rubrikは、世界有数のグローバルシステムインテグレーター(GSI)と提携し、顧客および両社にとって有益な成果を生み出しています。GSIビジネス開発マネージャーは、GSIを管理し、前例のない成長を推進する責任を負います。このポジションでは、グローバルパートナーシップの管理（サービス創出、イネーブルメント、コストモデル、ファイナンシャルセールス、ビジネス交渉など）における経験を駆使し、ビジネスを前面からリードし、率直にコミュニケーションを取り、前向きかつ協力的で、模範的な職場環境を作り上げることが求められます。

          Required Capabilities & Experience

  • Successful experience partnering with the GSIs – including but not limited to Accenture, Deloitte, Fujitsu, Hitachi, Kyndryl, NEC, NTT etc.
  • Proven track record of managing Global Systems integrators; with specific experience in service creation, enablement, cost models, financial selling, contractual and business negotiations.
  • Ability to navigate and accelerate the partner’s adoption of product solutions and subsequent bookings.
  • Proven ability to navigate and advocate for the partner and program across multiple internal departments; including, Product Management, Product Marketing, Operations, Technology Alliances, Support, Professional Services, Training, Sales Ops and Legal.
  • Develop and execute an account strategy, partner metrics (KPI’s), and business plan.
  • Exemplary relationship building skills, with proven ability to drive lasting relationships of mutual value with partners and sales team.
  • Ability to build a positive ecosystem with OEMS and ISVs (incl. Pure Storage, Nutanix, Microsoft, AWS

     

     

     

    必須（MUST）

    ・アクセンチュア、デロイト、富士通、日立製作所、キンドリル、NEC、NTTなどのGSIとの提携経験をお持ちの方。
    ・GSIの管理における実績と、サービス創出、イネーブルメント、コストモデル、ファイナンシャルセールス、契約、ビジネス交渉の具体的な経験をお持ちの方。
    ・パートナーによる製品ソリューションの導入とその後の契約更新を促進する能力をお持ちの方。
    ・プロダクト管理、プロダクトマーケティング、運用、技術提携、サポート、プロフェッショナルサービス、研修、セールスオペレーション、法務など、社内の複数の部門を横断し、パートナーやプログラムをサポートする能力をお持ちの方。
    ・アカウント戦略、パートナー指標（KPI）、ビジネスプランを策定し、実行できる方。
    ・パートナーや営業チームと相互に価値のある永続的な関係を構築する模範的なスキルをお持ちの方。
    ・OEMやISV（ピュア・ストレージ、Nutanix、Microsoft、AWSを含む）との積極的なエコシステム構築能力をお持ちの方。

       Desired Capabilities & Experience

  • 10+ years experience in a similar role
  • Hard working, self-driven and highly motivated individual with great team spirit
  • Strong knowledge about the Data Management / Data Protection / Storage and Security market.
  • Great relation and reputation with key GSIs in Japan
  • Able to present in front of bigger audience and hosting events with and for partners and end-customers
  • Bachelor’s degree; MBA preferred
  • Experience using salesforce.com
  • Knowledge of industry sales processes
  • Has a metric driven approach and understands what success looks like
  • Sold competitive solutions and has an extensive experience in data protection and security.

     

  • 歓迎（WANT）

    ・関連業務経験を10年以上お持ちの方。
    ・勤勉で自発的、かつチームスピリットに溢れた意欲的な方。
    ・データ管理、データ保護、ストレージ、セキュリティ市場に関する豊富な知識をお持ちの方。
    ・日本の主要なGSIとの良好な関係と信頼をお持ちの方。
    ・多くの聴衆の前でプレゼンテーションを行うことができ、パートナーやエンドカスタマーの向けのイベントを主導することができる方。
    ・学士号をお持ちの方。(MBA優遇)
    ・セールスフォースの使用経験をお持ちの方。
    ・業界の営業プロセスに関する知識をお持ちの方。
    ・指標を重視し、成功がどのようなものかを理解している方。
    ・競合のソリューション販売経験と、データ保護とセキュリティに関する豊富な経験をお持ちの方。

 

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At Rubrik we are committed to building and sustaining a culture where people of all backgrounds are valued, know they belong, and believe they can succeed here.

Rubrik's goal is to hire and promote the best person for the job, no matter their background. In doing so, Rubrik is committed to correcting systemic processes and cultural norms that have prevented equal representation. This means we review our current efforts with the intent to offer fair hiring, promotion, and compensation opportunities to people from historically underrepresented communities, and strive to create a company culture where all employees feel they can bring their authentic selves to work and be successful.

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