Senior Channel Sales Engineer, Druva
$184-245.3k
+ annual bonus or commissions, and equity.
More information about location
Cloud-based backup SaaS platform
Job no longer available
Cloud-based backup SaaS platform
1001+ employees
Job no longer available
$184-245.3k
+ annual bonus or commissions, and equity.
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
- 7+ years in technical customer-facing roles with at least 3+ years as a Sales Engineer
- 3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus)
- Experience with Active Directory, SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper-V), Storage Technologies (SAN/NAS)
- Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure
- Fast Learner in a dynamic environment with changing priorities
- Results-oriented with the ability to prioritize activities, plan and organized to meet commitments
- Excellent presentation, communication (verbal & written), and relationship building skills, across all levels of management including negotiations and risk abatement
- Experience with a SaaS company or demonstrable deep knowledge of SaaS practices
- Strong knowledge of enterprise server backup technology
- Competence with competitive data protection platforms and services
- Knowledge and practical experience with VMware & Hyper-V administration
- Backup & Restore of file systems and data bases
- Exposure to AWS services - mainly EC2, S3, IAM & VPC
- Understanding of project management methodologies and processes
- Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers
What the job involves
- Be the technical lead for advancing innovation, growth, and scale of Druva Channel Partner relationships
- This position is a key technical advisor responsible for Druva's strategic technology relationships and will work closely with the Druva Routes Managers to develop and execute on comprehensive and innovative business plans
- You will work in a team of individual contributors who are empowered to make decisions and run their day-to-day business
- Drive incremental revenue through increased Druva revenue through the strategic partnerships
- Build and manage the technical relationships with Druva Partners, branches, and teams
- Assist partners with prospects and customers interested in adopting the Druva products
- Promote selling of Druva based on value propositions, competitive differentiators, and advantages
- Provide oversight, guidance, and assistance during the partners sales process to ensure mutual success
- Lead technical discussions with partners on the value Druva can provide to their clients
- Develop and execute enablement plans with joint executive support and budgets
- Gather, track, and translate partner feedback and help steer the Druva product roadmap
- Develop domain expertise and thought leadership regarding the partners’ current areas of focus as well as in new areas for expansion
- Define and deliver formal and informal technical training sessions for partner resources
- Establish and maintain technical expertise on current and developing Druva products and technology
- Execute business initiatives to produce incremental revenue streams
- Help develop partner collateral material in cooperation with sales and marketing
- Maintain field level relationships with partners to ensure effective positioning of Druva’s solutions
- Create technical content to show partners how to implement specific use cases or best practices for new technologies
- Prepare partner demos and proof of concepts to demonstrate various use cases for Druva’s Platform
- Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and Sales
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.
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