Senior Vice President, Global Partners & Alliances

Druva

3d•$440,000 - $586,667

About The Position

Druva is seeking a Senior Vice President, Global Partners & Alliances to lead and scale our worldwide partner ecosystem. This is a critical, executive-level role responsible for designing and executing Druva's global Partner Strategy across value-added resellers (VARs), managed service providers (MSPs), OEM Partners, and cloud marketplace partnerships. Role Purpose & Impact As a member of the senior GTM leadership team, the SVP will own the partner-sourced and partner-influenced revenue targets, build deep executive relationships with Druva's strategic partners, and architect the programs, enablement infrastructure, and incentive structures needed to make Druva the partner of choice in data security and resilience. This leader will work cross-functionally with Sales, Pre-Sales, Marketing, Enablement, and Finance to ensure the partner ecosystem is fully integrated into Druva's go-to-market motion.

Requirements

15+ years of progressive experience in channel sales, partner alliances, or business development, with at least 5 years in a senior leadership role (VP or above).
Proven track record of building and scaling global partner ecosystems in B2B SaaS or enterprise technology, with direct ownership of partner-sourced revenue
Deep understanding & experience with both Channel GTM & MSP GTM
Experience driving cloud co-sell programs with hyperscalers and managing marketplace transactions at scale.
Demonstrated ability to negotiate and close complex alliance agreements at the executive level.
Track record of building and leading distributed, high-performing teams across multiple geographies, including APAC and EMEA, focused on New Logo Acquisition

Nice To Haves

Experience at a high-growth SaaS company in cybersecurity or cloud infrastructure.
Familiarity with Druva's core competitive landscape, including Veeam, Cohesity, Rubrik, and Commvault.
Prior experience scaling and optimizing partner programs

Responsibilities

Define and own Druva's global partner strategy, including segmentation and tiering across VARs, MSPs, (AWS, Microsoft), and OEM
Establish Druva's partner vision, multi-year roadmap, and investment priorities aligned to overall company growth objectives.
Drive marketplace growth strategies across AWS Marketplace, Microsoft Azure Marketplace, and ensure Druva maximizes marketplace influence
Evaluate, recruit, and onboard high-value net-new partners in alignment with whitespace priorities and vertical market strategies.
Drive a focused GTM motion in alignment with sales ICP goals
Own and deliver against partner-sourced and partner-influenced ARR targets, with clear accountability for pipeline generation and closed revenue through the ecosystem.
Manage to KPIs, to measure partner health, productivity, and revenue contribution at both the individual-partner and portfolio levels.
Work closely with the CRO and regional sales leaders to drive co-sell discipline, joint pipeline management, and deal acceleration through partners.
Develop and manage channel conflict policies that protect partner economics and preserve trust across the ecosystem.
Design and continuously evolve Druva's partner program architecture, including tiering, certifications, incentive structures, MDF/co-op frameworks, and partner portal capabilities.
Build best-in-class partner enablement — including sales training, technical certifications, and solution-selling playbooks — to drive partner-led pipeline generation.
Partner with Product Marketing to develop partner-facing messaging, competitive positioning, and co-branded materials.
Cultivate and maintain C-level and VP-level relationships with Druva's most strategic partners, including cloud providers, and MSP’s
Lead joint business planning, executive alignment meetings, and annual partner summits with Druva's top-tier alliance partners.
Represent Druva at key industry events, partner conferences, and executive briefings.
Be the consolidated Voice of the Partner back to Druva to help drive continuous improvement
Build, lead, and develop a high-performing global partner and alliances team, including Partner Development Managers, Alliance Managers, Partner Marketing, and Channel Operations.
Evaluate the team structure, a geographic coverage model, and role segmentation to align with the partner ecosystem's maturity and growth stage.
Foster a culture of accountability, partner obsession, and continuous improvement within the global partnerships organization.
Serve as the primary executive bridge between the partner ecosystem and Druva's internal GTM, Product, and Customer Success teams to ensure partners are embedded in the full customer lifecycle.
Collaborate with Finance and RevOps to ensure channel economics, partner margins, and MDF investments are optimized for ROI.
Partner with HR and Talent Acquisition to attract top channel and alliance talent in a competitive SaaS market.