Job description
Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected world. Visit druva.com and follow us on LinkedIn, X and Facebook.
The Role & The Team:
The Dell Associate Alliance Manager - EMEA & APJ will work with the Sr Alliance Manager to engage with one of Druva’s most strategic alliance partners. The ideal candidate will have a successful track record of work as an ISV Business Development Leader and experience with OEMs and / or major Infrastructure vendors. The ideal candidate should be an expert in the operational execution of a Strategic Sell Thru / Sell With partnership including building strategic relationships, order management, competitive positioning, building awareness of Druva’s OEM within the Dell partnership, and other GTM activities needed to ensure joint success. In addition, the candidate must be hands on in development and execution of the key processes that create new bookings opportunities.
What you will do:
- Help manage the international execution of Druva’s engagement with its largest and most strategic OEM alliance partner: Dell Technologies
- Support the achievement / over-achievement of mutual bookings objectives associated with the partnership based on Quarterly Performance to an annual target;
- Build and develop meaningful selling and business development relationships with key Dell stakeholders across the EMEA & APJ market.
- Accurate forecasting and pipeline management of all business responsible for.
- Program manage and ensure that all regional aspects of the OEM partnership are planned, implemented, and well-executed.
- Deliver critical business development relationships with key Dell sellers and leadership.
- Provide effective sales positioning training, programs and incentives training, and continuous development of the Dell GTM team.
- Develop and execute on a business plan in coordination with the Vice President and Sr Manager of the Dell Alliance.
- Complete clear and timely reporting on the status of the partnership within the region and any necessary cross-functional action necessary to improve partnership performance; and
- Create awareness and interest for Druva’s product offerings across the partner’s sales teams, while maintaining a keen understanding of the partner’s business and how Druva’s alignment to that business – where BOTH parties will achieve commercial benefit.
How you’ll be measured:
Druva has a performance-driven culture driven by the ‘What’ and the ‘How’, all with the purpose of driving action toward impactful results for our customers, partners, investors, and ourselves – the ‘Win’. The core metrics this role will be incentivised and measured by are:
- How: Cross functional collaboration to effectively and efficiently execute the partner strategy
- Win: Attainment of QTRLY Bookings Objectives
- What: QTRLY MBOs associated with your active onboarding and contribution to the How during your first 90 days with Druva.
What we are looking for:
- 3+ years of relevant professional experience in one of the following disciplines: technology sales, business development/alliances, partners sales at a leading high-tech company;
- Good public speaking skills with the ability to present confidently to large groups.
- Demonstrable good knowledge of data protection / data management applications, market, and processes;
- Demonstrable good knowledge of SaaS (Cloud Software) products and business models;
- Track record of exceptional performance at past roles with success selling complex solutions through partnerships
- Excellent organizational cadences in order to manage time to outcomes and needs for reporting;
- 2+ years of experience working with, or within, the Dell CORE, Datacenter and /or DPS Sales Organization;
- Must be open to international travel for meetings, events, or project work.
- Contacts and relationships with Druva’s and Dell’s named technology partners!
Soft skills needed to succeed in this role:
- Aptitude to think strategically and translate strategy into actionable and measurable tactics and objectives;
- Self sufficient and self starter.
- Ability to influence and build consensus with people across all levels and functions with a sense of urgency;
- Crisp and effective communication skills, including significant experience presenting to senior executives; and
- Ability to work effectively as an individual contributor
