Senior Alliance Manager

October 13

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Druva

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Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance.

1001 - 5000 employees

📋 Description

• Manage the international execution of Druva’s engagement with its largest and most strategic OEM alliance partner: Dell Technologies • 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 with key Dell stakeholders in the international market. • 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. • Deliver critical business development relationships with key Dell sellers and leadership. • Provide effective sales positioning training, programs and incentives training, and continuous development of the Dell GTM team. • Develop and execute on a business plan in coordination with the Vice President of the Dell Alliance. • Complete clear and timely reporting on the status of the partnership within the region and any necessary cross-functional action necessary to improve partnership performance; • Create 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.

🎯 Requirements

• 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; • Track record of exceptional performance at past roles with 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; • Contacts and relationships with Druva’s and Dell’s named technology partners!

🏖️ Benefits

• Competitive salary • Flexible working hours • Professional development budget • Home office setup allowance • Global team events