Channels Operations Manager, Managed Services

Job Summary

About the role

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.

Responsibilities

• 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.

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.