The posting
Legal Counsel, Channels
Bangalore, India preferred (Hybrid in office 2 days a week) | Open to fully remote within India for the right candidate
About Our Team
The Rubrik Commercial Legal Team manages Rubrik's global commercial contracts and revenue-related legal matters. Within Commercial Legal, the Channels & Alliances legal team supports Rubrik's partner ecosystem: the distributors, resellers, managed service providers, global and regional system integrators, and alliance partners through which Rubrik sells its data security and cyber resilience products worldwide.
Rubrik goes to market primarily through a two-tier channel: Rubrik sells to a Distributor, the Distributor sells to a Reseller, and the Reseller sells to the end Customer. This role is the day-to-day legal partner for that business unit. You will be the first point of contact for the Channels organization on reseller and distributor agreements, amendments and partner program requests, keeping deals moving and partners compliant. You will join a small, collaborative team and work alongside a Channels Legal Counsel peer, reporting to the Director of Legal who leads Channels & Alliances, Marketplaces and Inbound Licensing.
This is a hands-on role for an attorney who already works in the channel world, enjoys negotiating with partners and wants to be a trusted advisor to a fast-moving sales organization.
Where You Can Make an Impact
- 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.
Ideal Background
- 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.
Working Model
Our preferred candidate is based in Bangalore and works from the Rubrik office two days a week. We will consider remote candidates elsewhere in India for the right fit. You will work standard IST business hours and support a global partner base, with a primary emphasis on APAC and EMEA and regular AMER coverage. Periodic late-evening availability for AMER deals and quarter-end is expected, but not an everyday requirement.
#LI-DR2
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Rubrik (NYSE: RBRK) is the Security and AI Operations Company, delivering one platform built at the intersection of data, identity, and AI. The platform enables agentic cyber resilience and trusted AI operations for enterprises worldwide, built to recover before disruption strikes and stay a step ahead, so security is never the reason ambition stalls.
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Inclusion @ Rubrik
At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.
Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.
Our inclusion strategy focuses on three core areas of our business and culture:
- Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
- Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
- Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.
Equal Opportunity Employer/Veterans/Disabled
Rubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, protected veteran status, or any other status protected by applicable law. Rubrik provides equal employment opportunities to employees and applicants in all terms and conditions of employment, including recruiting, hiring, promotion, compensation, training, leave, and termination.
Rubrik provides reasonable accommodations to qualified applicants and employees with disabilities in accordance with applicable law. If you need an accommodation to participate in the application process or to perform your job, please contact [email protected]. Accommodations may include changes to the application process, documents in an alternate format, a sign language interpreter, or specialized equipment.
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