Job Description

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, X and Facebook.

The Role & The Team:

We are looking for an experienced and motivated Sr Channel Manager located in Germany. You’ll be responsible for the development, and management of our focus partners in the territory with targeted KPIs focused on partner sourced bookings. You’ll also collaborate with the channel marketing and sales teams on programs and events designed to promote Druva’s platform to drive net new partner sourced revenue.

What You Will Do:

You will be responsible for achieving sales bookings, partner enablement and development objectives for our focus partners in the region Win, maintain and expand relationships within your named focus partners in conjunction with the selected distribution partner Drive revenue and market share growth in line with company expectations Your core accountability is achieving financial targets for partner sourced bookings within your named focus partners Account map collaborating with inside channel managers, large enterprise account managers, and corporate sales managers Effectively arrange and present the “Why Druva” to your Partner’s sales teams Establish productive, professional relationships with key personnel within partners Meet assigned targets for sales volume and strategic objectives Drive a 100% channel strategy in collaboration with selected distribution partners in the region Proactively leads joint partner planning - defining mutual KPI's, financial targets, milestones for achieving established goals Manages potential partner conflict by fostering superior communication internally and externally, and strict adherence to partner rules of engagement Drive enablement across marketing, sales and technical functions in your named focus partners Collaborate with Druva technology alliance partners Drive adoption of Druva programs amongst assigned partners / territory Develop in collaboration with Marketing, campaigns to drive Partner Deal Registrations

What We Are Looking For:

5+ years of demonstrated experiences working with Channel Partners in a selling and / or operational role at or with partners Strong knowledge and experience in data protection, enterprise virtualization, data storage, and/or cloud Ability to communicate and build relationships with a diverse range of personnel including sales, product management, marketing, service delivery, support teams, and senior management within a channel partner. Knowledge of the data protection landscape, cloud-based solutions, and the power of SaaS A desire to win (ethically) and hate losing with a passion Intrinsic motivation, coachability, and you thrive in team performance Excellent time management and communication skills Creative thinking, you look for new opportunities and ways to increase value of partnerships A challenger mentality to sell valuable disruptive change within partners Proven track record in a relevant quota carrying sales role Proven track record in working in a channel partner ecosystem Successful experience driving value disruptive change within customers * Scalable with more responsibilities as the company grows