Dell Alliance Sales Specialist

Druva•Boston, MA

1d•Onsite

About The Position

Druva is building a modern standard with its cloud-native solutions for data security, designed to simplify cyber resilience challenges. As a pioneer and market leader in fully managed SaaS data protection, Druva helps organizations secure and recover data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure. Druva has been recognized as a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, the 2025 IDC MarketScape for Cyber-Recovery, and the 2025 GigaOm Cloud Data Protection Radar. The Dell Alliance Sales Specialist reports to the Global Dell Alliance Leader and is responsible for leading Druva’s Medium Business engagement with Druva’s strategic OEM partner for their territory. The ideal candidate is a software seller with experience in OEMs and/or SaaS-based product sales through third parties, possessing strong technical acumen in the operational execution of a Strategic Sell Thru / Sell With partnership. This includes building strategic relationships, opportunity qualification, competitive positioning, providing platform demonstrations, building awareness of Druva within the partner, and other Go-To-Market activities to ensure joint success. The candidate must also be hands-on in developing and executing key processes to create new bookings opportunities.

Requirements

2+ years' experience as an Account Executive/Account Manager where you have exceeded your sales plan each year and can document the success
Deep understanding of any of the following is a must : SaaS solution selling, Data Security, Cloud/Datacenter Backup and/ or CyberSecurity.
Has the passion to wear multiple hats driving both the sales qualification and demos of the service allowing for additional career growth in management.
Demonstrable track record of achieving sales targets
Ability to drive IT management-level prospecting engagements
Ability to understand the "bigger picture" and the business drivers around IT
You strive for greatness and push yourself
Bachelor's Degree or equivalent

Nice To Haves

Existing or previous Dell experience is a highly recommended
Ideally bring high volume mid market sales or technical experience in the IT industry
Ideally come from the Storage/Data Management world and understand Enterprise Backup Technologies.
Continuous learner and student of the game - you want to constantly get better

Responsibilities

Drive net new logos & cross-sells through the OEM partner’s customer accounts with specialized knowledge specific to “SaaS” and “cloud” like Microsoft 365 and AWS etc.
Achieve goals through effective strategic planning, qualifying prospects/customers, and demonstrations of the platform using business development techniques with the OEM sales teams.
Continuously position the Druva OEM to Dell field teams / mid market sellers as the best possible product to meet their customer / customer prospect data protection needs
Work with both Dell field and Dell Channel teams to differentiate and demonstrate the value proposition of the Druva Dell OEM product platform
Evangelize the compelling differentiation of the Dell OEM product platform to Dell field sales personnel who may not understand the value of a SaaS-based platform
Coordinate, where necessary, co-sales activity between Druva field sellers and Dell (and Dell Channel) sellers for new customer acquisition
Build a territory plan with the respective account teams to identify areas to expand the account with new customers, cross-sells, and multi-product adoption based on propensity.
Break into new lines of business groups within the defined Medium Business division.
Map Druva’s OEM solutions to Dell’s unique business and technical requirements to ensure strategic long-term value
Coordinate with Druva field sellers where relevant to manage sales funnel activity associated with your territory’s activity
Generate results; consistent, reliable performance with 100% minimum attainment expected
Partnering with the Dell Medium Business teams to drive business for Druva, OEM, and the partner community.
Arranging and driving business reviews, demonstrations, unsolicited proposals etc. to drive customer engagement.
Be the “expert” as a Product Specialist.