Senior Analyst, Global Alliances GTM Operation

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

• 5+ 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.

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