Gregory M. Carter

Rubrik, Inc.

Sr. Sales Engineer  |  sabbatical Aug 2022 – July 2023

Provide technical direction and business guidance to the enterprise sales team for a portfolio of Fortune 500 strategic accounts across financial services, logistics, retail, insurance, distribution, and manufacturing. Accountable for the technical outcome of the full sales cycle, from discovery and architecture through demonstration, POC, and renewal.

• Own the team's largest and most complex account, a Fortune 500 payments and financial-technology provider carrying $22M in open pipeline across 38 renewals. Run a weekly technical cadence spanning capacity planning, multi-site hardware expansion, hypervisor migration, and CVE/patch strategy.
• Sustain Stage 3 deal velocity of ~31 days against a ~46-day company average through disciplined technical qualification, reverse-timeline POC planning, executive-sponsor alignment, and structured progress reporting.
• Took a global logistics enterprise from zero Rubrik presence to invited design partner in under 12 months, leading a multi-day Identity Resilience POC against an ~800,000-user Active Directory forest and a 770,000-user Okta tenant: demonstrated a live Kerberoasting → DCSync → Golden Ticket attack chain, executed a full AD forest recovery, and proved granular Entra ID and Okta recovery under architect-level scrutiny.
• Grew a top-3 U.S. home improvement retailer across an eight-year relationship: converted its three primary data centers to the enterprise platform (>$1M TCV), expanded into ransomware detection across regional sites, displaced the incumbent enterprise backup platform on renewal, and carried an identity-recovery POC to a purchase decision. When an OEM quoting freeze imposed 4–6 month lead times against a hard September deployment date, designed and pitched an alternative hardware platform plus a phased virtual-appliance approach that preserved the customer's timeline.
• Displaced entrenched incumbents across the Southeast enterprise territory: took a global packaging manufacturer's U.S. and EMEA data centers from two established backup vendors as net-new business, replaced a legacy enterprise backup suite across a Fortune 500 automotive parts distributor in an 18-month campaign fought inside that vendor's flagship account, and replaced a copy-data management platform across the Oracle and SQL Server estates of a global asset manager after a contested proof of concept.
• Reversed losing positions competitors had already declared won: recaptured a public-sector account after the incumbent had been told it had the deal; re-entered an industrial distributor that had ruled Rubrik out, running 10+ POC sessions after the customer's chosen alternative failed its own evaluation, and removing the incumbent vendor from the account; and retained a payments customer already committed to switching to a competitor.
• Sell on business impact to executive and non-technical buying committees, leading technical sales calls and qualifying each opportunity on technical requirements, competition, decision-making process, and funding. Built and delivered an executive Backup & Data Protection Review for a global automotive parts distributor quantifying a $20–30K/month cost-savings case; built technical champions at a multi-brand restaurant group where a single day of enterprise outage was valued at $35M; and cleared DBA credibility hurdles to win Oracle-heavy environments.
• Serve as trusted technology advisor and internal resource on technical issues. Surfaced two architecture risks at a Fortune 500 payments provider before they reached production: an encryption/BYOK backend conflict that would have silently regressed a required capability, and a hypervisor-migration behavior that disabled change-block tracking and threatened storage exhaustion across clusters already at ~80% capacity. In both cases defined the mitigation and drove the engineering escalation.
• Provide technical leadership and direction to customers and internal staff, partnering with AEs and Channel Account Managers on pipeline-generating activity and mentoring a junior engineer through Rubrik's formal Mentorship Program. Authored the POC update format now adopted as the team standard, co-developed a GraphQL-based reporting solution replacing a retired legacy report, and filed RFEs on cloud snapshot region granularity, DR/production host tagging, and AI-assisted inventory reporting.

Sabbatical

Family, volunteer leadership, personal development

Intentional career break focused on family, volunteer leadership with a global non-profit, and personal development. Led and coordinated volunteer teams, assigning roles, setting timelines, and tracking progress against deadlines, and produced written content for a range of audiences. Sharpened the listening, empathy, and message-simplification skills applied daily in customer-facing work.

Veritas Technologies, LLC

Solutions Architect  |  Healthcare, Education, State & Local Government

• Architected business-impact solutions for enterprise and public sector clients, articulating measurable business value and technical differentiation against competing platforms.
• Developed new business through established networks, independent research, and lead pipeline; identified and structured new partner collaboration and upsell motions.
• Served as corporate spokesperson at seminars, user groups, and public forums; recognized as a thought leader who trained, mentored, and collaborated with Technical Sales Organization teams locally and remotely.

Symantec / Veritas

Principal Systems Engineer  |  Healthcare, Education, State, Local & Federal Government

• Mapped customer IT strategy to technical requirements and workable solution architecture, driving implementation planning, proof of concept, sizing, tuning, and best-practice configuration.
• Played a key role in technically closing complex, competitive opportunities through advanced competitive knowledge and credibility; served as technical lead on RFI and RFP responses.
• Identified revenue-impacting support escalations and drove them to timely resolution with internal and external stakeholders. Earned multiple promotions and awards across tenure.