Druva enables cyber, data and operational resilience for every organization with the Data Resiliency Cloud, the industry’s first and only at scale SaaS solution. Customers can radically simplify data protection, streamline data governance, and gain data visibility and insights as they accelerate cloud adoption. Druva pioneered a SaaS-based approach to eliminate complex infrastructure and related management costs, and deliver data resilience via a single platform spanning multiple geographies and clouds. Druva is trusted by thousands of enterprises, including 60 of Fortune 500, to make data more resilient and accelerate their journey to the cloud. Visit
druva.com and follow us on LinkedIn, Twitter and Facebook.
The Role & The Team:
We are looking for an experienced and motivated Partner Sales Director located in Northern California. You’ll be responsible for the recruitment, development, and management of the business relationships with national and regional VARs in your territory with targeted KPIs focused on partner sourced bookings. You’ll also collaborate with the channel marketing and sales teams on programs and events designed to promote Druva’s platform to drive net new partner sourced revenue. This position will also manage 3 national partnerships.
What You Will Do:
- Your core accountability is achieving financial targets for partner sourced bookings
- Partner with national and regional partners to build and execute on partner business plans
- Recruit new partners and expand existing partners within assigned territory
- Account map with assigned and potential partners in region collaborating with inside channel managers, large enterprise account managers, and corporate sales managers
- Effectively arrange and present the “Why Druva” message to partners at any time
- Maintain and report an accurate sales forecast in SFDC
- Ensure partner compliance with partner agreements
- Drive adoption of Druva programs amongst assigned partners
- Continually learn about new products and improve selling skills
- Keep abreast of competition, their products, and the data protection ecosystem
- Assist in driving attendance to regional partner events
- Assist in on-site partners activities such as floor days, regional customer events, and partner national sales meeting
What We Are Looking For:
- 10+ years of demonstrated experiences developing reseller and alliance channels
- Ability to assess, plan, and actively manage a territory to achieve maximum efficiency and partner sourced revenue
- Knowledge of the data protection landscape, cloud-based solutions, and the power of SaaS
- A desire to win (ethically) and hate losing with a passion
- Intrinsic motivation, coachability, and you thrive in team performance
- Excellent time management and communication skills
- Creative thinking, you look for new opportunities and ways to increase value of partnerships
- A challenger mentality to sell valuable disruptive change within partners
- A desire for continued responsibilities as the company grows
- Experience working in a start-up environment
- Experience managing your business in SFDC
- Ability to travel ~30% of the time
The pay range for this position is expected to be between $239,000 and $319,000/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
