Cloud Alliances Director

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 druva.com and follow us on LinkedIn, Twitter and Facebook.

What You Will Do

• Developing and managing the implementation of Druva’s global multi-year partner strategy and plan to grow the revenue contribution across the ecosystem of global, national, and regional Cloud Solutions (AWS & Microsoft).
• Develop a global strategic partnering model capable of year-over-year growth, building partner revenues to meet and exceed global sales targets. Model will support the growth plans of the global Cloud Solutions business, regions, and key strategic programs which will drive investment decisions related to partner spending, joint revenue projections, and revenue realization.
• Build and lead sustainable and mutually beneficial relationships with our Cloud Alliances to promote joint organizational and financial investments.
• Establish team & individual goals and monitor achievement.
• Develop a model for building partner capacity, targeting alliances by segment and industry, and provide the sales teams with the readiness and enablement to pursue market share improvement among partners.
• Create business plans with key stakeholders for each Cloud Solution partner and ensure commercial goals are being defined and met.
• Establish a business cadence, including Quarterly Business Reviews (QBRs) and regular executive alignment internally.
• Play a hands-on role with our largest alliance relationships, maintain a personal presence and high visibility in the field, and directly drive teaming on opportunities with partners and direct sales teams.
• Collaborate with Product, Sales, and Marketing to provide coverage of the partners, drive joint solutions, and execute GTM programs that drive incremental sales opportunities.
• Drive alignment between the partner and field organizations and continue to build on the co-sell culture to create win-win outcomes with our joint customers
  
  

What We Are Looking For

• Leads from the front for Druva’s America’s Partner Team; The successful candidate for this role is a ready player/coach
• Leads a team that meets assigned targets for sales volume and strategic objectives
• Proactively leads joint partner planning – defining mutual KPIs, financial targets, milestones for achieving established goals
• Leads solution development efforts which best address end-user needs, while coordinating the involvement of all necessary Druva and partner personnel
• Drives adoption of Druva programs based on partner certifications, along with program inspection and refresh as needed
  
  

Role

Druva is a performance oriented culture driven by the ‘What’ and the ‘How’. The core metrics this role will be incentivized and measured by are:

• What: Marketplace growth compared to previous year metrics
• What: Strategy plan with clear execution tactics for Cloud Solutions, broken down by partner performance, alignment with our segmentations, and solutions
• How: Leadership of Cloud Solutions organization including the cross-functional collaboration to execute the strategy effectively and efficiently
• How: Feedback from our Partners, Distributor(s), and Alliances we regarding the value of partnership with Druva
  
  

Requirements

• 5+ years of demonstrated success in alliance sales in software and services across alliance partners
• 3+ years of leadership in alliance sales in software and services across alliance partners
• Experience penetrating, onboarding, and growing alliance partners including knowledge of business models, contracting and successful go to market strategies
• Ability and passion for developing and establishing strategic partnerships and working closely with sales teams in competitive environments
• Proven track record in achieving sales objectives and driving accurate forecasting of partner business
• Growth mindset in an organization that is building out its partner DNA and ecosystem
• Strong collaboration skills with relevant internal stakeholders
• Global travel required
• Experience working with global ISV’s and Cloud alliances to build strategic programs that drive demand and sales
• Strong partner management experience and partner empathy.
• Strong acumen for business and partner development.
• Demonstrated track record of successful revenue contribution through partners
  
  

The pay range for this position is expected to be between $239,000 and $319,000/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.