Senior MSP Strategic Development Manager

Druva•Santa Clara, CA

8d•$196,000 - $261,333

About The Position

You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure. Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results. Visit druva.com and follow us on LinkedIn, X and Facebook. About the Team Druva launched a new MSP Program in 2021 that transforms how MSPs go to market, increasing sales velocity, reducing time to activate customers, improving margins and cash flow. The success of this program has fueled the need to expand the MSP team. Role Purpose & Impact The MSP Strategic Development Manager is a hunter sales role focused on recruiting new MSP partners and helping MSP partners sell Druva to new tenants. The current territory is the Americas Region, which will become more defined as the team grows. The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven and consultative in their sales approach. You should have a consistent track record of success in achieving new customer objectives and revenue targets. In addition, you should be comfortable selling a solution and technologies within a SaaS, startup environment to Managed Services Providers at an executive level. Sales responsibilities include territory/pipeline management, opportunity identification, analyzing Managed Services Go-to-Market opportunities around Druva use cases, leading demonstrations and presentations, TCO analysis, and providing rapid response, along with the MSP Solutions Engineer, to outstanding technical questions to ensure optimal partner support and service in the sales process.

Requirements

8-12 years of sales experience with 3-5 years being within the MSP space specifically. Ideally, has worked for an MSP in the past and can demonstrate a detailed understanding of their business model
Proven experience selling to Managed Services Providers (backup or SaaS a plus)
Demonstrate success within a fast-moving, agile company environment
Excellent understanding of the sales process and the ability to develop and execute a successful MSP-focused sales campaign
Excellent organizational skills and strong technical acumen
Backup experience is a requirement; security experience is a strong plus
Loves to win (ethically), hates to lose with a passion
Intrinsically motivated, coachable, thrives in team performance
Excellent time management and communication skills
Creative thinker, look for new opportunities & ways to increase value of the partnership
Successful experience driving value-disruptive change within MSPs
Scalable with more responsibilities as the company grows

Responsibilities

Focus on increasing market share for Druva’s products through prospecting to Service Providers within the assigned region
Align Druva products to the MSP Service Catalog, aligning Druva’s unique differentiation, and aligning to improve key purchasing criteria for MSPs
Negotiate and agree to creative and meaningful commercial agreements with Service Providers, aligning with the acquisition of net new MSP logos and/or the displacement of existing products
Manage virtual and in-person sales campaigns to recruit strategic MSP targets
Work collaboratively with MSP Partner Consultants and MSP SEs to develop new service offerings, commercial modeling, service development, and design workshops
Work with Druva Field to engage with and drive new incremental revenue via the MSP Channel
Prepare activity and forecast reports as requested, and prepare and participate in QBR’s
Prepare and execute a thorough quarterly business plan
Maintain up-to-date knowledge of Druva’s competitive positioning in the marketplace
Meet or exceed assigned yearly revenue quota