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Salary: USD 165,600 - 248,400 / annual
Rubrik is a fast-growing Silicon Valley company revolutionizing data protection and management in the multi-cloud IT industry. This role is a senior individual contributor position focused on owning end-to-end strategic relationships with Rubrik's most critical cloud and technology partners, including AWS, Google Cloud, and Microsoft, as well as other key strategic vendors across the business.
You will serve as the primary sourcing point of contact for strategic cloud accounts, coordinating quarterly and annual business reviews, scorecards, and joint roadmap discussions with internal stakeholders and partner account teams. You'll structure and negotiate complex, multi-year cloud and strategic partnership agreements, including committed-use discounts, credits, co-marketing terms, and other commercial levers that drive measurable value. You'll build deep understanding of each strategic partner's roadmap, pricing constructs, and program offerings, translating that knowledge into strategies that benefit Rubrik's cost position and technical roadmap.
Beyond the strategic account portfolio, you'll project-manage additional complex deals across Rubrik's technology sourcing categories—software, hardware, SaaS, cloud, and professional services—driving collaboration among all parties to reach favorable terms. You'll develop and drive category strategy and optimization opportunities across Engineering, InfoSec, and IT as capacity and business priorities require. You'll prepare RFQs and RFPs, evaluate proposals, and administer competitive sourcing events for a range of deals as needed. You'll also manage the commercial aspects of contracts and license agreements, ensuring obligations are met and renewals are tracked in a scalable way.
You'll act as a thought leader from a sourcing and procurement perspective, partnering with business stakeholders to develop new and creative strategies. You'll build strategic relationships with both external suppliers and internal business partners to drive results and influence decisions. You'll contribute to programs that assess and promote supplier performance and development, including goal-setting, business reviews, and formal scorecards. You'll establish and report on KPIs supporting the procurement team's goals, with particular visibility into strategic cloud spend and value delivered.
You'll work closely with cross-functional partners including Engineering, IT, InfoSec, Legal, Finance, and Accounting. You're a self-starter comfortable operating with limited direction and full ownership of your domain—a pragmatic problem-solver who thrives in a fast-paced environment. You will report to the Head of Global Procurement and be accountable for savings, risk, and relationship health across your portfolio.
REQUIREMENTS:
- 8+ years of experience in Indirect or Technology Sourcing, with a strong track record negotiating complex technology, SaaS, or cloud agreements in a fast-paced environment
- Direct experience managing strategic relationships with major cloud or technology providers (e.g., AWS, Google Cloud, Microsoft) strongly preferred
- Excellent negotiation skills and broad procurement category management experience (Software, Hardware, SaaS, Cloud, and Professional Services)
- Proven ability to manage a portfolio of both strategic, high-visibility accounts and a rotating set of tactical or ad hoc deals simultaneously
- Excellent customer service skills and the ability to partner with key stakeholders and build relationships across multi-functional teams
- Experience with supplier scorecards and supplier relationship management
- Strong financial and analytical skills to identify cost savings opportunities and support business-case development
- Self-starting, entrepreneurial, scrappy, and resourceful, with a strong work ethic and high integrity
- Working knowledge of Coupa and NetSuite preferred
- Experience in contract negotiation from a legal perspective (e.g., J.D.) a plus
