[Hiring] Senior Partner Sales Engineer @Druva

Role Description

You will be a critical role to your Partner Sales team, collaborating with cross-functional teams to drive strategy, execution, and process excellence.

• Build and manage the technical relationships within Partners to help drive incremental revenue.
• Assist Partners with prospects and customers interested in adopting the Druva products.
• Evangelise selling of Druva based on value propositions, competitive differentiators, and advantages.
• Provide oversight, guidance, and assistance during the Partner 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 Partners 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.

Qualifications

• 4+ 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).
• Existing technical relationships within Tier 1 VARs (highly recommended).
• Experience with Cloud Providers, Virtual environments (VMWare, Hyper-V, Nutanix, Proxmox), Storage Technologies (SAN/NAS).
• Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls).
• 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 40% of the year (business days).

Requirements

• This role is all about exciting our partners, and evangelising them to lead with Druva.
• KPI’s will focus on visibility and activity.
• In the first 6 months we expect this role to be at the core of our UKI success plan growing the channel alongside the wider PSM and Sales teams, working hand in hand with our other SE’s.
• In this role you will own the technical relationships with partners in the UK and will be given the freedom to build these relationships with full control over how they develop.

Benefits

• Innovation is how we operate, not a side project.
• You’ll work in a culture that values bold thinking and continuous improvement.
• Global teams experiment, iterate, and turn new ideas into products customers can rely on.
• If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.