Senior Dell Regional Alliance Manager, Druva
$248-330.7k
More information about location
Cloud-based backup SaaS platform
Be an early applicant
Cloud-based backup SaaS platform
1001+ employees
Be an early applicant
$248-330.7k
More information about location
1001+ employees
Company mission
To defend business data and eliminate the stress typically associated with data protection and security.
Role
Who you are
- 5-10+ years of relevant professional experience in one of the following disciplines: business development/alliances, partners sales at a leading high-tech company
- Demonstrable strong knowledge of data protection / data management applications, market, and processes
- Demonstrable strong knowledge of SaaS (Cloud Software) products and business models; and
- Track record of exceptional performance at past roles. Success selling complex solutions through partnerships
- Excellent organizational cadences in order to manage time to outcomes and needs for reporting
- 3+ years of experience working with, or within, the Dell CORE, Datacenter and /or DPS Sales Organization
- Experience with AWS programs and AWS Marketplace
- Experience representing partnerships to partner trade and vendor conferences; and
- Contacts and relationships with Druva’s named technology partners!
- Aptitude to think strategically and translate strategy into actionable and measurable tactics and objectives
- 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
- Can work effectively as both an individual contributor and leader
What the job involves
- The Senior Dell Alliance Manager reports to the Head of Dell Alliance and leads regional Dell engagement 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 Through / 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
- Manage the regional execution of Druva’s engagement with its largest and most strategic OEM alliance partner
- 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 within the region resulting in a strong and active partnership
- Accurate forecasting and pipeline management of all business that flows through the partner within the region within each segment of the partner’s salesforce
- Program manage and ensure that all regional aspects of the OEM partnership are planned, implemented, and well-executed
- Provides effective sales positioning training, programs and incentives training, and continuous development of the Dell GTM team
- Develops and execute on a business plan in coordination with the Vice President of the Dell Alliance
- Completes 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
- Creates 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
- 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 incentivized 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
- This position does require regional overnight travel, and some national travel, when possible. Travel less than 50%
Our take
The data protection industry is booming, thanks to a move to the cloud. Businesses now have access to vast amounts of data that can provide deep insights into every aspect of their operations, but at the same time are vulnerable to cybercrime and service outages. Druva, founded in 2008, exists to protect that vital data with a cloud-based backup service.
As the move to the cloud accelerates, there is a rising number of companies offering data resiliency services, including IBM, Commvault and Rubrik. However, unlike major competitors, Druva's platform is the first entirely cloud-based service, needing no hardware changes. While newer startups have begun to take this same approach, they lack the size, expertise and client base to compete with Druva.
Considered a leader in its sector, Druva has thousands of enterprise clients including household brand names like Samsung, Hulu and DHL. With the Druva Data Resiliency Cloud now surpassing an average of 17 million daily backups, it is clear that demand for the product is still accelerating, and that the company has plenty of room to continue its growth.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Apr 2021
$147m
SERIES H
Jun 2019
$130m
SERIES G
Total funding: $475m
Company benefits
- Well-being: We ensure Druvans and their families have comprehensive healthcare and mental health programs
- Family-Oriented: We provide paid maternity, paternity, adoption and family medical care leave – plus funding to support adoption, fertility treatment, and other related expenses
- Financial Gain: We offer competitive compensation, FSA/HSA accounts, equity, and more, to reward Druvans for their hard work
- Rest and Re-Energize: We encourage Druvans to rest with time away as often as needed because we believe it’s our employees’ passion and creativity that makes Druva special
Company HQ
Santa Clara, CA
Leadership
Jaspreet Singh
(Founder & CEO)Before founding Druva, Jaspreet was a Member of the Technical Staff at Veritas and a Software Engineer with Ensim India.
Salary benchmarks
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