Senior Analyst, Global Alliances GTM Operation

Overview

Senior Analyst to run day-to-day Cloud GTM operations for Rubrik's alliances, supporting APJ and EMEA, across marketplace Private Offers, cloud funding programs and partner operations.

What you'll do

• Create, configure and publish Private Offers across the Microsoft Azure, AWS and Google Cloud marketplaces, matching approved pricing, terms and durations.
• Serve as the operational point of contact for marketplace transactions supporting AEs across 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.
• Submit qualifying deals into cloud partner funding programs accurately and on time.
• Track funding spend against approved budgets, monitor utilization and maintain a current view of program balances.
• Raise flags early on at-risk claims, expiring funds, missing documentation or stalling approvals.
• Follow up persistently with Account Executives and BDMs to gather deal details, documentation and approvals needed to claim funding.
• Help design and stand up new funding programs, defining process, eligibility criteria, intake and tracking in partnership with stakeholders.
• Work with Finance on budget alignment, accruals, spend reconciliation and claim payouts.
• Partner with Engineering and Systems teams to improve tooling, automation and reporting for marketplace and funding workflows.
• Collaborate with Sales and Account Executives to keep deals moving and meet operational requirements.
• Coordinate with cloud partner BDMs on program rules, approvals and escalations.
• Produce regular status reporting and dashboards on offer volume, funding utilization and program health for leadership.
• 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.

What you'll need

• 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), comfortable 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.

Nice to have

• Direct experience administering or executing cloud partner funding or co-investment programs (Microsoft, AWS or Google).
• Familiarity with the mechanics of cloud marketplace transactions and marketplace billing and 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.

Details

• Based in India (Bangalore, Karnataka), supporting APJ and EMEA regions.