Senior Partner Sales Engineer, SHI

Druva•Austin, TX

2d•$176,000 - $235,333

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 This role sits on a highly collaborative, performance-driven Channel account team supporting Druva’s Strategic partner, SHI, in North America. The Druva Channel team is focused on enabling SHI to modernize data protection and cyber resiliency for their customers with Druva’s 100% SaaS platform. You will collaborate with the Druva SHI National Partner team as a dedicated Systems Engineer to drive deep discovery, strong partner engagement, and a consultative sales motion across the full lifecycle. This is a high-impact role for someone who thrives on strategic partner ownership, values teamwork, and enjoys building durable channel partner relationships while driving new growth. Role Purpose & Impact We are seeking an experienced Sales Engineer to amplify Druva’s strategic capabilities and support Druva’s Channel growth trajectory within SHI across North America. You will be a critical role to your Partner Sales team, collaborating with cross-functional teams to drive strategy, execution, and process excellence. You will work alongside your Partner Sales team to develop technical business plans within SHI to grow their practice, conduct technical workshops, "lunch and learns," and deep-dive demo sessions to ensure SHI is self-sufficient. The Channel SE is expected to help SHI discover Druva solutions that positively affect their customers, and your efforts will directly contribute to operational efficiency, revenue growth, customer satisfaction, and service excellence.

Requirements

7+ years in technical customer-facing roles with at least 3+ years as a Sales Engineer
3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus)
Experience with Identity Providers (Entra ID, Active Directory, Okta), SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper-V, Nutanix, Proxmox), Storage Technologies (SAN/NAS)
Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure.
Fast Learner in a dynamic environment with changing priorities
Results-oriented with the ability to prioritize activities, plan, and organize focus to meet commitments
Excellent presentation, communication (verbal & written), and relationship-building skills, across all levels of management, including negotiations and risk abatement
Experience with a SaaS company or demonstrable deep knowledge of SaaS practices
Strong knowledge of enterprise server backup technology
Competence with competitive data protection platforms and services inclusive of Disaster Recovery and Recovery from a ransomware event
Basic understanding of introductory security principles
Knowledge and practical experience with VMware & Hyper-V administration
Backup & Restore of file systems and databases
Exposure to AWS services - mainly EC2, RDS, S3, IAM, & VPC.
Exposure to Azure services - mainly Azure VM, Azure SQL, Azure File, and Azure Blob
Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers
Travel at least 25% of the year (business days)
Strong knowledge of enterprise data protection and cyber resilience technologies
Knowledge and practical experience with SaaS applications such as M365, Google Workspace, or Salesforce
Knowledge and practical experience with one or all of the following VMware, Hyper-V, Proxmox, and Nutanix AHV administration
Data protection knowledge and understanding of File, NAS, MSSQL, and Oracle environments
Exposure to AWS or Azure cloud native services.
Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers
Eligible to travel to Canada if required.

Nice To Haves

Existing technical relationships within SHI (highly recommended)

Responsibilities

Build and manage the technical relationships within SHI to help drive incremental revenue.
Assist SHI with prospects and customers interested in adopting the Druva products
Promote selling of Druva based on value propositions, competitive differentiators, and advantages
Provide oversight, guidance, and assistance during SHI sales process to ensure mutual success
Lead technical discussions on the value Druva can provide to their clients
Develop and execute enablement plans with joint executive support and budgets
Gather, track, and translate partner feedback and help steer the Druva product roadmap
Develop domain expertise and thought leadership regarding the partners’ current areas of focus, as well as in new areas for expansion
Define and deliver formal and informal technical training sessions for partner resources
Establish and maintain technical expertise on current and developing Druva products and technology
Execute business initiatives to produce incremental revenue streams
Help develop partner collateral material in cooperation with sales and marketing
Maintain field-level relationships with partners to ensure effective positioning of Druva’s solutions
Create technical content to show SHI how to implement specific use cases or best practices for new technologies
Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing, and Sales

Benefits

The pay range for this position is expected to be between $176,000.00 - $235,333.00/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.

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