Channel Business Manager (Softcat)

• Druva is seeking a high impact Channel Business Manager to lead and elevate our high growth UK partnership with Softcat. In this role, you will own the end-to-end Softcat relationship, driving partner-sourced pipeline generation and revenue growth
• You’ll spend your time championing Druva’s offerings, enabling Softcat sales teams, and co-uncovering high value opportunities
• Working closely with Druva’s marketing and sales organizations, you will run targeted demand generation campaigns that power our corporate and enterprise sales pipelines
• Your deep expertise in cloud, SaaS, data protection, enterprise virtualization, and data storage will enable you to articulate a compelling value proposition that accelerates mutual growth for both Druva and Softcat
• Drive Strategic Alignment: Develop, implement, and execute a high impact partner strategy for Softcat
• Build & Scale Business Plans: Collaborate with the broader Channel team to create joint business plans that capture mindshare and accelerate revenue performance
• Deliver Results: Track sales pipelines, bookings, and key performance metrics against quota to hit targets for volume and strategic growth
• Lead Joint Partner Planning: Define mutual KPIs, financial targets, and execution milestones to keep both organizations aligned and moving forward
• Own Executive & Operational Relationships: Build strong, trust based connections across all levels of the Softcat organization
• Enable End-to-End Solutions: Co-develop solution strategies that address key end-user challenges while coordinating cross-functional teams across Druva and Softcat
• Promote Program Adoption: Drive engagement with Druva certifications, partner programs, and regular program performance reviews
• Foster Regional Collaboration: Facilitate seamless co-selling between local distributors, partner account teams, and Druva sales reps
• Druva operates a high-performing culture focused on equal parts execution and engagement:
• What: Achievement of partner sourced bookings targets against annual goals
• What: Clear execution of strategic plans structured around partner performance, market segmentation, and solutions
• How: Seamless cross-functional collaboration to deliver strategy efficiently
• How: High partner, distributor, and alliance satisfaction ratings regarding Druva’s value and collaboration

Benefits

• Well-being: We ensure Druvans and their families have comprehensive healthcare and mental health programs
• Family-Oriented: We provide paid maternity, paternity, adoption and family medical care leave – plus funding to support adoption, fertility treatment, and other related expenses
• Financial Gain: We offer competitive compensation, FSA/HSA accounts, equity, and more, to reward Druvans for their hard work
• Rest and Re-Energize: We encourage Druvans to rest with time away as often as needed because we believe it’s our employees’ passion and creativity that makes Druva special

• Exceptional Communication & Relationship Skills: Proven ability to build authentic, impactful relationships across sales, marketing, product, service delivery, and executive leadership
• Strategic & Growth Mindset: Highly skilled in business development, opportunity generation, and maximizing alliance potential
• Agility & Adaptability: Ability to scale efficiently and manage evolving workloads in a fast-paced environment
• Drive to Win: Proactive, competitive, and constantly seeking new avenues to unlock mutual value
• Established network and relationships across direct and indirect channel partners in the UK
• Experience representing key partnerships to prospects, industry analysts, trade shows, and vendor events
• Proven operational cadence with a track record of managing time to clear outcomes
• 3–5+ years of experience directly managing the Softcat ecosystem
• 3+ years of SaaS channel vendor experience