Dell Alliance Sales Specialist, Druva
$133-177.7k
Cloud-based backup SaaS platform
Be an early applicant
Cloud-based backup SaaS platform
1001+ employees
Be an early applicant
$133-177.7k
1001+ employees
Company mission
To defend business data and eliminate the stress typically associated with data protection and security.
Role
Who you are
- The ideal candidate has a successful track record of work as a software seller and experience with OEMs and / or SaaS-based product sales through third parties
- The ideal candidate is a seller with strong technical acumen in the operational execution of a Strategic Sell Thru / Sell With partnership including building strategic relationships, opportunity qualification, competitive positioning, providing demonstrations of the platform, building awareness of Druva within the partner, and other GTM activities needed to ensure joint success of the partnership
- In addition, the candidate must be hands on in development and execution of the key processes that create new bookings opportunities
- 2+ years' experience as an Account Executive/Account Manager where you have exceeded your sales plan each year and can document the success
- Existing or previous Dell experience is a highly recommended
- Deep understanding of any of the following is a must: SaaS solution selling, Data Security, Cloud/Datacenter Backup and/ or CyberSecurity
- Has the passion to wear multiple hats driving both the sales qualification and demos of the service allowing for additional career growth in management
- Ideally bring high volume mid market sales or technical experience in the IT industry
- Demonstrable track record of achieving sales targets
- Ability to drive IT management-level prospecting engagements
- Ideally come from the Storage/Data Management world and understand Enterprise Backup Technologies
- Continuous learner and student of the game - you want to constantly get better
- Ability to understand the "bigger picture" and the business drivers around IT
- You strive for greatness and push yourself
- Bachelor's Degree or equivalent
What the job involves
- The Dell Alliance Sales Specialist reports to the Global Dell Alliance Leader and leads Druva’s Medium Business engagement with Druva’s strategic OEM partner for your territory
- You are responsible to drive net new logos & cross-sells through the OEM partner’s customer accounts with specialized knowledge specific to “SaaS” and “cloud” like Microsoft 365 and AWS etc
- This is achieved through effective strategic planning, qualifying prospects/customers, demonstrations of the platform using business development techniques with the OEM sales teams
- Our Product Sales Specialist role(s) is/are based out of Round Rock/Austin, TX
- In this role you will work with Dell and Druva field seller daily, often in Dell facilities
- Continuously position the Druva OEM to Dell field teams / mid market sellers as the best possible product to meet their customer / customer prospect data protection needs
- Work with both Dell field and Dell Channel teams to differentiate and demonstrate the value proposition of the Druva Dell OEM product platform
- Evangelize the compelling differentiation of the Dell OEM product platform to Dell field sales personnel who may not understand the value of a SaaS-based platform
- Coordinate, where necessary, co-sales activity between Druva field sellers and Dell (and Dell Channel) sellers for new customer acquisition
- Build a territory plan with the respective account teams to identify areas to expand the account with new customers, cross-sells, and multi-product adoption based on propensity
- Break into new lines of business groups within the defined Medium Business division
- Map Druva’s OEM solutions to Dell’s unique business and technical requirements to ensure strategic long-term value
- Coordinate with Druva field sellers where relevant to manage sales funnel activity associated with your territory’s activity
- Generate results; consistent, reliable performance with 100% minimum attainment expected
- Partnering with the Dell Medium Business teams to drive business for Druva, OEM, and the partner community
- Arranging and driving business reviews, demonstrations, unsolicited proposals etc
- To drive customer engagement
- Be the “expert” as a Product Specialist
- What success looks like in this role:
- Achieving and exceeding PowerProtect Backup Services Sales Goals by engaging Dell Core ISRs, TSRs, iDCSEs & iSRPs and their leadership in the Hopkinton/Nashville offices
- Identifying & developing a plan to deliver PowerProtect Backup Services enablement through programs, activities and promotions
- Identifying key resources within Dell and Druva to help drive and support both net new business and renewals
- Have an operational sound process to assist in improving the way we do business with Dell
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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