Regional Director, Unstructured Data Product Line Sales – EMEA & APJ
About Team & About Role
Rubrik's sales organization helps hospitals, banks, schools and government agencies stay resilient against cyberattacks, malicious insiders and operational disruption, and unstructured data on NAS is one of the fastest-growing and most exposed corners of the data estate. As Regional Director for NAS Cloud Direct, you'll build and lead the team of Product Line Specialists who own this number across your region, and you'll set the standard for how Rubrik wins in this market. You'll work hand in hand with Core Account Executives, Sales Engineering, Sales Development, Channel Development and our partners within the One Rubrik selling motion, with the enablement, autonomy and ownership to take your team, your career and your earnings as far as your results allow. You'll also be the consolidated voice of the field and the customer back to Product Management, Product Marketing and PnP.
What You'll Do
Own bookings growth and quota attainment for NAS Cloud Direct across the region, building a regional plan that helps more organizations protect massive volumes of unstructured data without adding on-prem backup infrastructure
Recruit, hire, coach and develop a team of NAS Cloud Direct Sales Specialists, raising the bar on daily pipeline generation, net new logo acquisition and expansion within the existing Rubrik base
Lead from the front on strategic opportunities, joining key deals and guiding your team through complex data center and cloud design conversations and CxO-level selling
Run a disciplined forecast and weekly operating rhythm, using MEDDPICC and COtM to keep pipeline honest and give leadership a number they can plan around
Align with regional leaders in Core AE, Sales Engineering, Sales Development and Channel Development on coverage and account strategy, so specialists and Core AEs win together rather than compete for the same deal
Build repeatable, partner-led momentum with distributors, resellers and VARs, turning co-sell relationships into a growing share of regional pipeline
Champion NAS Cloud Direct inside and outside Rubrik, enabling the field on positioning, objection handling and competitive differentiation so more teams can sell it with confidence
Bring market and customer feedback to Product Management and Product Marketing, shaping what we build next and how we take it to market, and share what's working with fellow Product Line Specialist leaders so the whole organization learns faster
Experience You'll Need
3+ years leading quota-carrying field sales teams in technology, with a record of consistently overachieving as a leader and as a seller
Experience selling or leading sales of data protection, storage, cloud infrastructure or NAS-related solutions into enterprise and mid-enterprise accounts
A track record of building pipeline across many accounts and verticals and landing net new logos, and of coaching others to do the same
Comfort guiding sellers as they position a technical product in complex data center and cloud environments and build champions with technical and business buyers
Experience working with channel partners, distributors and resellers to co-sell and grow a territory
Forecasting discipline, a structured approach to deal qualification, and experience recruiting and developing high-performing sellers
Strong written, verbal and presentation skills, and the ability to influence peers, executives and cross-functional partners in sensitive situations
Preferred Qualifications
Exposure to unstructured data challenges and enterprise NAS platforms
Experience leading product-specialist or overlay sales teams alongside Core AE organizations
Familiarity with the competitive landscape in data protection and cloud storage
Working knowledge of MEDDPICC for sales qualification and the COtM sales methodology