Senior Vice President of Global Partners & Alliances, Druva

• 15+ years of progressive experience in channel sales, partner alliances, or business development, with at least 5 years in a senior leadership role (VP or above)
• Proven track record of building and scaling global partner ecosystems in B2B SaaS or enterprise technology, with direct ownership of partner-sourced revenue
• Deep understanding & experience with both Channel GTM & MSP GTM
• Experience driving cloud co-sell programs with hyperscalers and managing marketplace transactions at scale
• Demonstrated ability to negotiate and close complex alliance agreements at the executive level
• Track record of building and leading distributed, high-performing teams across multiple geographies, including APAC and EMEA, focused on New Logo Acquisition

Desirable

• The partner-sourced and partner-influenced revenue targets, build deep executive relationships with Druva's strategic partners, and architect the programs, enablement infrastructure, and incentive structures needed to make Druva the partner of choice in data security and resilience
• This leader will work cross-functionally with Sales, Pre-Sales, Marketing, Enablement, and Finance to ensure the partner ecosystem is fully integrated into Druva's go-to-market motion
• Define and own Druva's global partner strategy, including segmentation and tiering across VARs, MSPs, (AWS, Microsoft), and OEM
• Establish Druva's partner vision, multi-year roadmap, and investment priorities aligned to overall company growth objectives
• Drive marketplace growth strategies across AWS Marketplace, Microsoft Azure Marketplace, and ensure Druva maximizes marketplace influence
• Evaluate, recruit, and onboard high-value net-new partners in alignment with whitespace priorities and vertical market strategies
• Drive a focused GTM motion in alignment with sales ICP goals
• Own and deliver against partner-sourced and partner-influenced ARR targets, with clear accountability for pipeline generation and closed revenue through the ecosystem
• EManage to KPIs, to measure partner health, productivity, and revenue contribution at both the individual-partner and portfolio levels
• Work closely with the CRO and regional sales leaders to drive co-sell discipline, joint pipeline management, and deal acceleration through partners
• Develop and manage channel conflict policies that protect partner economics and preserve trust across the ecosystem
• Design and continuously evolve Druva's partner program architecture, including tiering, certifications, incentive structures, MDF/co-op frameworks, and partner portal capabilities
• Build best-in-class partner enablement — including sales training, technical certifications, and solution-selling playbooks — to drive partner-led pipeline generation
• Partner with Product Marketing to develop partner-facing messaging, competitive positioning, and co-branded materials
• Cultivate and maintain C-level and VP-level relationships with Druva's most strategic partners, including cloud providers, and MSP’s
• Lead joint business planning, executive alignment meetings, and annual partner summits with Druva's top-tier alliance partners
• Represent Druva at key industry events, partner conferences, and executive briefings
• Be the consolidated Voice of the Partner back to Druva to help drive continuous improvement
• Build, lead, and develop a high-performing global partner and alliances team, including Partner Development Managers, Alliance Managers, Partner Marketing, and Channel Operations
• Evaluate the team structure, a geographic coverage model, and role segmentation to align with the partner ecosystem's maturity and growth stage
• Foster a culture of accountability, partner obsession, and continuous improvement within the global partnerships organization
• Serve as the primary executive bridge between the partner ecosystem and Druva's internal GTM, Product, and Customer Success teams to ensure partners are embedded in the full customer lifecycle
• Collaborate with Finance and RevOps to ensure channel economics, partner margins, and MDF investments are optimized for ROI
• Partner with HR and Talent Acquisition to attract top channel and alliance talent in a competitive SaaS market
• What Success Looks Like in the Role
• Develop a clear view of ecosystem strengths, gaps, and immediate friction points
• Audit the current partner program, including tier structure, incentive economics, enablement assets, and portal capabilities, and deliver a written assessment with prioritized recommendations to the CRO and executive team
• Establish strong working relationships with the CRO, CMO, and regional VPs of Sales, to increase Partner-sourced bookings, relevance, and visibility
• Deliver a comprehensive Global Partner Strategy document and 18-month execution roadmap, including ecosystem segmentation, investment priorities, co-sell motion design, and marketplace growth plan. Gain executive alignment and board-level visibility
• Ensure Druva meets its obligations on EDP & MACC commitments to our cloud partners
• Complete critical team hires and put in place a QBR cadence, partner health scorecard, and pipeline reporting framework that give leadership real-time visibility into partner-sourced revenue
• Achieve or exceed partner-sourced and partner-influenced targets for the fiscal year, with demonstrable quarter-over-quarter pipeline growth generated through the ecosystem
• Deliver measurable improvement in partner satisfaction and productivity metrics, including partner NPS, active selling partners as a percentage of enrolled partners, and average partner-sourced deal size
• Build a high-performing, fully-staffed global partnerships team with clear roles, defined coverage, and a strong internal reputation as a trusted GTM partner to the field sales organization
• Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on
• If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva