Case 06 of 06 · Rubrik
Learning Startup Commercialization Through Enterprise and Partner Sales
At a glance
- Role
- Government Sales Executive · enterprise and partner development
- Period
- February 2018 – July 2019
- Scope
- Enterprise Sales
- Context
- First startup experience · expanding cloud data-management company
Key contribution · 132% quota attainment in 2018 and #1 Sales Executive SEUR, while educating Iberian buyers and partners on a new approach to data protection.
Rubrik was Germán's first startup role. The company was bringing a new approach to data protection into a market used to established vendors, and moving toward cloud data management. His job was enterprise and government selling in Iberia, together with partner and MSP development.
Context
Prospects and systems integrators in Iberia first had to understand why a new data-protection approach mattered before they could evaluate it. Datacenter purchases involve several technical and business stakeholders, long evaluations, and established incumbents.
Owned Remit
Enterprise Sales, not Marketing ownership: government and enterprise accounts, territory and account plans, and development of channel and managed-service-provider partners within his remit.
The Work
Selling a new technical approach meant explaining it first:
- Educating prospects and systems integrators on a new data-protection approach.
- Working through the company's move toward cloud data management.
- Navigating complex datacenter buying, with territory and account plans built around it.
- Listening closely to customers, and developing MSP and channel partners.
Relevance to Marketing Leadership
This was hands-on experience of what startup commercialization requires: market education, buying friction, partner economics, and the gap between a strong product and a purchase decision. It informs how he builds positioning and enablement today.
Supported Outcomes
- 132% quota attainment in 2018.
- #1 Sales Executive SEUR, 2018.
- Signed the first three MSP contracts in his remit.
Corroboration
“I have worked with German for around 2 years when we both were at Rubrik. German is one the most dedicated sales persons I have meet, always wanting to take the extra step, and offer the best solution to the customer, understanding both business and technical requests. He is always willing to learn new products and solutions, specially innovative ones. Having the chance to be with him on many customers meetings I have seen him manage complex situations, where he has been able to create a positive and creative environment, listening always to the customer and open to any feedback.”
Discuss the Situation Your Company Is In.
What the company needs, the responsibility you are considering, and the timing — that is enough to start.