Senior Partner Sales Engineer

• Druva is looking to hire a Senior Partner Sales Engineer that would be the technical lead for advancing innovation, growth, and scale of Druva Channel Partner relationships
• This position is a key technical advisor responsible for Druva’s strategic technology relationships and will work closely with the Druva Partner Managers to develop and execute on comprehensive and innovative business plans
• The ideal candidate is a Data Protection expert and demonstrates competence in SaaS technologies, strategic planning, solution development, technical enablement, and process management
• This candidate has a demonstrated ability to think strategically about business, products, and technical challenges
• Flexibility in your current skill set and a demonstrable eagerness to learn new things are key criteria to any candidates for this position
• You will work in a team of individual contributors who are empowered to make decisions and run their day-to-day business
• Drive incremental revenue through increased Druva revenue through the strategic partnerships
• Build and manage the technical relationships with Druva Partners, branches, and teams
• Assist partners 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 the partners sales process to ensure mutual success
• Lead technical discussions with partners 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
• Prepare partner demos and proof of concepts to demonstrate various use cases for Druva’s Platform
• Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and Sales

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

• Strong knowledge of enterprise server backup technology
• Experience with Active Directory, SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper-V), Storage Technologies (SAN/NAS)
• Understanding of project management methodologies and processes
• Travel up to 25-50%
• Experience with a SaaS company or demonstrable deep knowledge of SaaS practices
• 3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus)
• Exposure to AWS services - mainly EC2, S3, IAM & VPC
• Knowledge and practical experience with VMware & Hyper-V administration
• Backup & Restore of file systems and data bases
• Competence with competitive data protection platforms and services
• Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure
• Results-oriented with the ability to prioritize activities, plan and organized to meet commitments
• 8+ years in technical / customer-facing roles with at least 3+ years as a Sales Engineer
• Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers
• Fast Learner in a dynamic environment with changing priorities
• Excellent presentation, communication (verbal & written), and relationship building skills, across all levels of management including negotiations and risk abatement