Sales Specialist Unstructured Data
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 you'll do it for one of the fastest-growing corners of the data estate: unstructured data on NAS. As the Sales Specialist for NAS Cloud Direct, you own the number for this product in your territory. You'll be the go-to expert in the field, with the tools, enablement and One Rubrik selling motion to take your career, and your earnings, as far as your results allow.
You'll work alongside Core Account Executives, Sales Engineers, Sales Development, Channel Development and our partners, and you'll be the consolidated voice of the field and customer back to Product Management, Product Marketing and PnP.
What You'll Do
Own bookings growth for NAS Cloud Direct across new and existing accounts, building and executing a territory plan that meets and exceeds quota
Drive daily pipeline generation to land net new logos, opening doors with customers who need to protect massive volumes of unstructured data without adding more on-prem backup infrastructure
Qualify, build and close strategic opportunities in mid-enterprise accounts, and expand within the existing Rubrik base alongside Core AEs
Present NAS Cloud Direct within complex data center and cloud design conversations, helping customers see how they get faster, simpler recovery from ransomware and other disruption
Co-sell with Core AEs, Sales Engineers, distributors, resellers and VARs to build repeatable partner-led momentum
Champion and evangelize the product inside and outside Rubrik, training 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
Share what's working with fellow Product Line Specialists, so the whole team learns faster
Experience You'll Need
5+ years of field technology sales experience, ideally selling data protection, storage, cloud infrastructure or NAS-related solutions
A consistent track record of landing net new logos and consistently overachieving quota
Strong experience building and managing pipeline across many accounts and verticals
Comfort positioning a technical product in complex data center and cloud environments, and building champions across technical and business buyers
Experience working with channel partners, distributors and resellers to co-sell and grow a territory
A driven, goal-oriented "get it done" mindset and the self-direction to generate your own momentum
Preferred Qualifications
Exposure to unstructured data challenges and enterprise NAS platforms
Experience selling complex, multi-stakeholder solutions into mid-enterprise accounts
Background in product-specialist or overlay sales models
Familiarity with the competitive landscape in data protection and cloud storage
Understanding of MEDDPICC for sales qualification & COtM sales methodology