Senior Channel Sales Manager

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, X and Facebook

The Role & The Team:

This is your opportunity to join one of the industry’s most interestingly disruptive (in turn valuable SaaS companies in the venture-capital community) that owns a proven market fit, is well-funded, has uncapped personal earnings, and offers the opportunity to make your mark on the Company’s trajectory in an Individual Contributor role. Your strong knowledge and experience in areas like cloud, SaaS, data protection, enterprise virtualization and/or data storage means that you can bring a unique value proposition to Druva’s Distribution and VAR  eco-system fuel our mutual growth.   

What You Will Be Doing:

• Developing and managing the implementation of Druva’s partner strategy for the  region inclusive of recruiting, onboarding, and managing Druva’s Direct and Indirect Sales Partners;
• Developing and managing the Druva  Partner Sales organization, inclusive of recruitment, enablement, coordination, inspection, and termination as you see necessary to achieve Druva sales and market objectives;
• Working with your team build business plans for your Partner Sellers to drive mindshare and growth of Druva’s Channel performance;  and
• Track sales pipeline and bookings against quota and other metrics.
• Managing relationships with all Druva partners and distributors in the  region
• Meeting assigned targets for sales volume and strategic objectives;
• Proactively lead joint partner planning – defining mutual KPIs, financial targets, milestones for achieving established goals;
• Leading solution development efforts which best address end-user needs, while coordinating the involvement of all necessary Druva and partner personnel; and
• Driving adoption of Druva programs based on partner certifications, along with program inspection and refresh as needed.
• Facilitating in region sales collaboration between distributors, partners and Druva sales personnel

Performance Metrics:

Druva is a performance oriented culture driven by the ‘What’ and the ‘How’. The core metrics this role will be incentivized and measured by are:

• What: Partner Sourced Bookings achievement compared to annual goals;
• What: Strategy plan with clear execution tactics for  Channels, broken down by partner performance, alignment with our segmentations, and solutions;
• Cross-functional collaboration to execute the strategy effectively and efficiently; and
• How: Feedback from our Partners, Distributor(s), and Alliances regarding the value of partnership with Druva.

What You Bring:

In order to be considered for this role the candidate MUST:

• Have a strong ability to communicate! Thrive in building relationships with a diverse range of personnel including business development, product management, marketing, service delivery, and senior management within Druva’s partner community.
• You are also well-versed in business development tactics and planning;
• Motivated to win
• Always looking for new aligned opportunities and ways to increase the value of partnership; and
• Able to scale responsibly with workloads, as needed.

The ideal candidate for this role also has:

• 3-5+ years of experience in managing indirect channels in the  region;
• 1-3+ years of SaaS vendor experience (ideally);
• Excellent organizational cadences in order to manage time to outcomes;
• Experience representing partnerships to prospects, analysts, at trade and vendor conferences; and
• Contacts and relationships with Druva’s Direct and Indirect Channel Partners!

Additional details:

Ideally based in Delhi to provide best alignment to  distributors, partners and regional sales teams