Senior Alliance Manager

Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today's ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit and follow us on LinkedIn, X and Facebook.

The Role & The Team:

The Sr Dell Alliance Manager, International reports to the Vice President, 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 Thru / 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.

What you will do:

• 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; and
• 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. 

How you'll be measured:

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 incentivised 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.

What we are looking for:

• 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; and
• Contacts and relationships with Druva's and Dell's named technology partners

Soft skills needed to succeed 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
• Ability to work effectively as both an individual contributor and leader.