Senior Dell Regional Alliance Manager
About Druva
Druva is the resilience foundation for the AI enterprise, helping organizations secure and recover from connected risk across data, cyber, identity, and AI. The Resilience Cloud is a fully managed, cloud-native SaaS platform that delivers air-gapped and immutable protection across cloud, SaaS, on-premises, endpoint, and edge environments. Powered by Dru MetaGraph, Druva’s graph-powered intelligence layer, the platform connects critical business context so customers can understand risk, respond faster, recover cleanly, and govern data with greater confidence.
Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva helps safeguard the critical information and systems businesses depend on in an increasingly connected world.
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About the Team
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.
Your Responsibilities Include, But Are Not Limited To:
- 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.
In this Role, the Successful Manager:
- 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.
Performance Metrics:
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.
For Consideration for This Role the Successful Candidate Must Have:
- 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.
The Ideal Candidate For This Role Also Has:
- 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!
The Soft Skills Here are Critical To your Success in this Role:
- 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
This position does require regional overnight travel, and some national travel, when possible. Travel less than 50%.
Why You’ll Love Working Here
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.
What We Offer
The pay range for this position is expected to be between $248,000.00 - $330,667.00/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
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Druva is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected]