Senior Dell Regional Alliance Manager

Druva•Boston, MA

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 reports to the Head of Dell Alliance. The ideal candidate will have a successful track record as an ISV Business Development Leader with experience with OEMs and/or major Infrastructure vendors. The candidate should be an expert in the operational execution of a Strategic Sell Through / 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 to ensure joint success. The candidate must also be hands-on in developing and executing key processes that create 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 executes 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.