Head of EMEA Partner Sales at Druva
Reading, GB

Will accept candidates from UKI, Germany, Netherlands

Druva delivers data protection and management for the cloud era. Druva Cloud Platform is built on AWS and offered as-a-Service; delivering globally accessible, infinitely scalable and completely autonomous enterprise data resiliency. Customers drive down costs by up to 50 percent by freeing themselves from the burden of unnecessary hardware, capacity planning, and software management. Druva’s patented cloud architecture transforms backup data into an asset, making it more open and accessible so customers can streamline governance, improve cyber resiliency, and gain critical insights to uncover opportunities and expedite decision making.

Druva has raised over $350m in venture capital, is trusted by over 4,000 global organizations and protects over 200 PB of data.

What’s in it for You?

This is your opportunity to join one of the industry’s most interestingly disruptive (in turn valuable SaaS companies in the venture-capital community) that owns a proven market fit, is well-funded, has uncapped personal earnings, and offers the opportunity to make your mark on the Company’s trajectory. Your strong knowledge and experience in areas like cloud, SaaS,  data protection, enterprise virtualization and/or data storage means that you can bring a unique value proposition to Druva’s current and prospective partner ecosystem and fuel growth in their business, in turn ours.

Role Summary:

Managing implementation of EMEA partner strategy that includes recruiting, onboarding & managing focus partners – resulting in high growth of partner-sourced sales bookings

Lead team across EMEA with business development and career progression

Build business plans with focus partners to drive mindshare and growth

Track sales pipeline and bookings against quota and other metrics

Wins, maintains and expands relationships with partners

Role Responsibilities:

Establishes productive, professional relationships with key personnel within partners

Meets assigned targets for sales volume and strategic objectives

Proactively leads joint partner planning – defining mutual KPIs, financial targets, milestones for achieving established goals

Leads solution development efforts which best address end-user needs, while coordinating the involvement of all necessary Druva and partner personnel

Collaborates with Druva technology alliance partners like AWS, VMware, Nutanix

Drives adoption of Druva programs amongst assigned partners/territory

Performance Metrics:

We have a performance driven culture driven by the ‘What’ and the ‘How’, all with the purpose of driving action toward impactful results for our customers, partners, investors and ourselves. The core metrics this role will be incentivized and measured by are:

How: Leadership of the EMEA team including the cross-functional collaboration to execute the strategy effectively and efficiently

How: Feedback from our Partners & Alliances to the value and enjoyment of partnering with Druva

What: Partner Sourced Bookings achievement compared to goals set

What: Strategy plan with clear execution tactics for EMEA theatre, broken down by major Region and Partner

Qualifications & Previous Experience:

You have a strong ability to communicate and build relationships with a diverse range of personnel including sales, product management, marketing, service delivery, support teams, and senior management within a channel partner....

Loves to win (ethically), hates to lose with a passion

Intrinsically motivated, coachable, thrives in team performance

Excellent time management and communication skills

Creative thinker, look for new opportunities & ways to increase value of partnership

Successful experience driving value disruptive change within customers

Scalable with more responsibilities as the company grows.