Senior Dell Regional Alliance Manager

Druva•Boston, MA

6d•$248,000 - $330,667•Remote

About The Position

Druva is seeking a Senior Dell Regional Alliance Manager to lead regional Dell engagement with one of Druva’s most strategic alliance partners. This role is crucial for shaping the future of data security by simplifying cyber resilience challenges with Druva's cloud-native solutions. As a pioneer in fully managed SaaS data protection, Druva helps organizations secure and recover data from various threats without the complexity of legacy infrastructure. The ideal candidate will have a strong background in ISV Business Development, experience with OEMs and major Infrastructure vendors, and expertise in operational execution of strategic sell-through/sell-with partnerships. This includes building relationships, managing orders, competitive positioning, increasing awareness of Druva’s OEM within the Dell partnership, and driving go-to-market activities for mutual success. The candidate must be hands-on in developing and executing processes that generate new bookings opportunities.

Requirements

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.
Success selling complex solutions through partnerships.

Nice To Haves

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.
Contacts and relationships with Druva’s named technology partners!
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.
Can work effectively as both an individual contributor and leader.

Responsibilities

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.
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.
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.