Legal Counsel, Channels
Rubrik · Posted Nov 6
Cloud data security, zero-trust backup, threat analytics, and cyber resilience services
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About the role
The Rubrik Commercial Legal Team manages Rubrik's global commercial contracts and revenue-related legal matters, and the Channels & Alliances legal team supports the distributors, resellers, managed service providers, system integrators and alliance partners through which Rubrik sells its data security and cyber resilience products. This role is the day-to-day legal partner for the two-tier channel business, handling reseller and distributor agreements, partner program requests and negotiations. It sits within a small collaborative team, reports to the Director of Legal for Channels & Alliances, Marketplaces and Inbound Licensing, and works closely with sales, Partner Operations and Deal Desk.
What you will do
- Own day-to-day channel contracting: Draft, review and negotiate reseller agreements, distributor agreements, amendments, adoption agreements for partner affiliates, resale enablement amendments and other documents partners need to resell Rubrik's SaaS and subscription products.
- Live in the two-tier channel model: Apply a deep working knowledge of Rubrik's go-to-market: Rubrik sells to a Distributor, who sells to a Reseller, who sells to the end Customer. Understand how order flow, pricing and discounts, deal registration, flow-down terms and end-user agreements work across each tier, and spot when a request breaks the model.
- Be the front door for the Channels organization: Manage the channel contract-request intake queue. Triage, prioritize and route incoming requests, resolve routine matters yourself and escalate exceptions with a clear recommendation.
- Support the Partner Program: Advise Partner Programs and Partner Operations on partner program requests, program terms and conditions, tier and status changes, program exceptions, incentive and referral arrangements, and partner onboarding and offboarding.
- Advise channel leaders and account managers: Act as a trusted advisor to Channel Account Managers, Distribution leaders, Alliances and the Channels Global Partner Organization. Answer their questions with practical, business-ready guidance and help them close deals on standard terms.
- Negotiate directly with partners: Lead negotiations and calls with partner legal, procurement and business teams. Hold Rubrik's standard positions, use approved fallbacks and know when to escalate.
- Build and maintain templates and playbooks: Create and update channel agreement templates, amendment forms, negotiation playbooks, fallback positions, FAQs and training so the ecosystem stays on standard terms and the business can self-serve.
- Drive deals to signature: Coordinate internal approvals, signature requests and e-signature execution, and work with Partner Operations and Deal Desk so executed agreements are recorded correctly in Salesforce and partners can transact.
- Apply a compliance and competition lens: Identify and escalate antitrust and competition law issues common to distribution (resale price maintenance, dual distribution, territorial and customer restrictions, exclusivity), as well as anti-corruption, sanctions and export, and public-sector procurement issues.
- Collaborate cross-functionally: Partner with Commercial Legal, Privacy, Security, Revenue, Tax, Deal Desk and Partner Operations to deliver consistent answers and keep channel terms aligned with Rubrik's customer-facing terms.
- Support a global channel: Work IST business hours while supporting partners and stakeholders worldwide, with a primary focus on APAC and EMEA and meaningful AMER coverage. Flex your hours during quarter-end and other peak periods to support AMER deals.
- Improve how we work: Spot repeat questions and bottlenecks, propose process and template fixes, and use technology (including AI tools) to speed up routine work.
Skills used in this role
What the employer is looking for
- Licensed attorney in India (LL.B. and enrolled with a State Bar Council) with 3 to 6 years of post-qualification experience, including meaningful in-house experience at a technology or SaaS company.
- Currently working in a channel, partner or distribution contracting role. You negotiate reseller and distributor agreements today and understand two-tier distribution and how SaaS is resold through partners.
- Comfortable negotiating directly with partner legal and procurement teams and advising business stakeholders without a safety net.
- Working knowledge of partner programs, deal registration, subscription and SaaS commercial models, and how channel terms interact with end-customer terms.
- Awareness of competition and compliance issues in distribution relationships and of anti-bribery and anti-corruption rules that apply to selling through partners.
- Excellent English drafting and communication skills. You write clearly, explain risk in business terms and give a recommendation, not a menu.
- Organized and reliable in a high-volume, deadline-driven environment. You prioritize well, track your queue and close the loop.
- Independent, proactive and business-oriented, with sound judgment about what to decide and what to escalate.
- Experience with Salesforce, DocuSign or similar e-signature tools, and contract lifecycle management systems is a plus.
- Willingness to flex working hours periodically to support AMER-based deals and quarter-end activity.
Benefits and support
- Compensation and benefits are detailed in the job posting
About Rubrik
Rubrik is a cloud-native cybersecurity and data resilience company that provides zero-trust data protection, threat monitoring, and automated enterprise recovery solutions. The company delivers a unified platform designed to safeguard hybrid and multi-cloud environments against ransomware and malicious cyber threats. By integrating AI-driven operations and risk analytics, Rubrik helps enterprises ensure business continuity and digital trust.
- Industry
- Cloud Computing
- Company size
- 3000-5000 employees
- Founded
- 2014
- Location
- Palo Alto, California, USA
- Funding stage
- Public Company
Funding
Public Company · $553M raised
- 2021-08-17Series FUndisclosed
- 2021-11-01Secondary Market$1.3M
Leadership
Co-Founder, CEO and Chairman
Co-Founder and CTO
Chief Financial Officer
Chief Product Officer
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