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Rubrik -  - Leadership Lab: Mark Smith on Understanding Balance in Business

Company

Leadership Lab: Mark Smith on Understanding Balance in Business

Mark Smith recently joined Rubrik as EVP of Global Sales and Business Development. He brings over 25 years of experience building high-performance global sales, marketing, and business development teams at companies such as Arista Networks, Infoblox, and NetScreen. He has also been named one of VARBusiness’ Top 100 Executives of the year. At Rubrik, we’re excited for Mark’s expertise, successful track record, and sense of humor. I had a chance to sit down with Mark and chat about what he’s learned throughout his career.   As a sales leader at four highly successful companies, what is the most valuable lesson you’ve learned? I’ve learned that everyone needs to be on the same page and share mutual respect. All teams must pull with the same energy and in the same direction to accomplish great things. Achieving this balance means eliminating the cynics and the passengers who are not pulling their weight. You’ve helped four companies grow from the startup stage to IPO. How does going public shape a company’s progress and innovation? From a sales and marketing perspective, it provides a huge uplift in awareness. The IPO itself is an enormous PR event and has a huge immediate impact. The growth a…
Rubrik -  - Leadership Lab: Stephen Alfieris on Scaling Teams and Selling in the Federal Market

Company

Leadership Lab: Stephen Alfieris on Scaling Teams and Selling in the Federal Market

I had a chance to chat with Stephen Alfieris, who recently joined Rubrik as VP of Federal. Stephen spent 21 years at EMC in various positions, including DVP Federal. He also served as CEO of IntelliDyne and recently built the Federal Division for ServiceNow. He has developed a specialty in the federal market with a history of building strong sales teams. How did you get into the federal government sector? After 13 years and 8 different positions within EMC, leadership asked me to make a transition from commercial sales to a role leading the federal sector market. Over the next seven and a half years, I learned the market, built a global business, and (along with a few failures) experienced great success. What’s unique about the sales strategy for the federal sector? Federal Government is a highly-regulated market. The Federal Acquisition Regulations (FAR) defines how government organizations contract with commercial entities for “goods and services.” In addition, there are ever-evolving certification and compliance requirements. There are two primary aspects of the federal sector that make it different from other markets. Congress warrants contracting officers with priorities that often do not align with the priorities of the business owner. Secondly, there are over…
Rubrik -  - Welcoming Karl Driesen, Head of Sales, EMEA, to the Rubrik Family

Company

Welcoming Karl Driesen, Head of Sales, EMEA, to the Rubrik Family

We are excited to announce Karl Driesen as our new Head of Sales, EMEA. Karl Driesen is responsible for overseeing our strategic direction and growth across EMEA. Karl brings more than 20 years of industry experience in building and leading regional sales team and businesses. Prior to Rubrik, he has been instrumental in growing startups from early stage to IPO. As the former Vice President, EMEA of Palo Alto Networks, he built a team of more than 200 members and a business of over $200M in annual booking run rate in five years. Before joining Palo Alto Networks, Karl was the Vice President, EMEA at Infoblox where he grew the business from scratch to over $40M in annual bookings run rate in four years. Most recently, he started the EMEA business as the Vice President of Elastica (acquired by Blue Coat Systems). During our launch event this week, we sat down with Karl to discuss his perspective on expansion strategies for EMEA and qualities of successful companies. Q: In your career, you have acted as a “growth detector.” What do you look for when you are expanding a company into a new market? A: Before investing resources and time in…