AVP MSP
Apply NowLocation:
US
Company:
Rubrik is a data security company focused on protecting data through innovative cloud solutions.
Summary:
The applicant will lead and scale the Managed Service Provider business globally, overseeing the go-to-market strategy and revenue growth. Candidates require extensive experience in partner leadership roles, particularly within the Managed Service Provider ecosystem.
Job Description:
Job Summary
Role Overview:
We are seeking a seasoned and strategic Global Leader to build and scale our Managed Service Provider (MSP) business globally. Based in the U.S., this role will own the end-to-end MSP go-to-market (GTM) strategy, refine pricing and commercial models, partner with Product to shape MSP-ready offerings, and drive accelerated revenue through targeted partner engagement. This is a high-impact role responsible for making the MSP ecosystem a core growth pillar for the company.Key
Responsibilities:
- MSP GTM Ownership:
- Develop and lead the global GTM strategy for MSPs, with tailored motions by region, segment, and service delivery model (e.g., resale, co-managed, managed services)
- Program Development:
- Build and operationalize a modern, scalable MSP Partner Program—including incentives, enablement, service frameworks, and co-sell models.
- Pricing & Commercial Innovation:
- Refine and evolve pricing models (e.g., usage-based, Flex Licensing, volume-based discounts) in collaboration with Finance and Product to align with MSP buying behavior.
- Cross-functional Collaboration:
- Act as the voice of MSPs within the business—driving alignment with Product, Finance, Legal, and Sales to ensure MSP needs are reflected in product roadmaps, go-to-market motions, and commercial terms.
- Accelerate Revenue with Strategic MSPs:
- Leverage your existing MSP network to drive early wins and momentum. Establish lighthouse partners and bring joint offerings to market quickly.
- Field Enablement & Sales Support:
- Equip sales and partner teams with MSP-specific enablement, playbooks, and engagement guidance to scale repeatable motions globally.
- Competitive & Market Insights:
- Monitor industry trends and competitive MSP strategies (e.g., Commvault, Veeam, Palo Alto) to inform program direction and differentiation.
Qualifications:
- 15+ years of experience in channel, alliance, or partner leadership roles.
- Minimum 10 years of direct experience building, leading, or scaling MSP programs and GTM motions.
- Deep understanding of the MSP operating model, service creation, billing models, and margin structures.
- Proven ability to launch programs, refine pricing strategies, and drive high-impact partner growth.
- Strong executive presence and stakeholder influence—internally and with top-tier MSPs.
- Existing relationships across the global MSP ecosystem are highly preferred.
- Hands-on, results-oriented leader with strategic vision and operational excellence.
Success Metrics:
- Revenue growth through MSP channel
- Time-to-value from new MSP onboarding
- Partner satisfaction and program adoption
- Number of joint wins and competitive takeouts
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The minimum and maximum base salaries for this role are posted below; this role is also eligible to earn commissions pursuant to the Company’s written Incentive Compensation Plan. Additionally, the role is eligible for equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
US (SF Bay Area, DC Metro, NYC) Pay Range$185,000—$225,000 USDThe minimum and maximum base salaries for this role are posted below; this role is also eligible to earn commissions pursuant to the Company’s written Incentive Compensation Plan. Additionally, the role is eligible for equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
US2 (all other US offices/remote) Pay Range$185,000—$225,000 USD
Join Us in Securing the World's Data
Rubrik (NYSE: RBRK) is on a mission to secure the world’s data. With Zero Trust Data Security™, we help organizations achieve business resilience against cyberattacks, malicious insiders, and operational disruptions. Rubrik Security Cloud, powered by machine learning, secures data across enterprise, cloud, and SaaS applications. We help organizations uphold data integrity, deliver data availability that withstands adverse conditions, continuously monitor data risks and threats, and restore businesses with their data when infrastructure is attacked.
