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Exciting employment opportunities within the Tenaya Capital portfolio.

Partner & Alliances Sales Leader, APJ Melbourne Or Sydney at Druva
Sydney, AU
This is your opportunity to join one of the industry’s most value-disruptive SaaS companies – with a proven market fit, well-funded, high-growth with uncapped earnings, and the chance to make your mark on the Company’s trajectory.
 
Druva is the leader in cloud data protection and information management, leveraging the public cloud to offer a single pane of glass to protect, preserve and discover information – dramatically increasing the availability and visibility of business-critical information, while reducing the risk, cost and complexity of managing and protecting it.
 
Druva’s award-winning solutions intelligently collect data and unify backup, disaster recovery, archival and governance capabilities onto a single, optimized data set. As the industry’s fastest-growing data protection provider, Druva is trusted by over 4,000 global organizations and protects over 100PB of data.
Your strong knowledge and experience in areas like data protection, enterprise virtualization, data storage, and/or cloud mean that you can bring a unique value proposition to Druva’s current and prospective channel community.
 
 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 Druva’s partner ecosystem. Your network within AWS will amplify your success.
Opportunities for your career development are limitless on the shoulders of a rapidly growing and evolving company like Druva. Competitive On-Target-Earnings (OTE) package with the ability to over-achieve and stock options in a Sequoia Capital backed pre-IPO company.

Job Summary

    • Responsible for achieving sales bookings, partner recruitment & enablement objectives in the APJ geography for Solution Partners (eg. Resellers) and strategic alliances including AWS & VMware
    • Specific success outcomes resulting from the AWS partnership
    • Provides quality leadership to team – strategy thru execution  

Key Objectives and Major Responsibilities

    • Work collaboratively with the global channel's sales leadership team and with APJ leaders to drive sales activities and programs necessary to deliver  high-performing, team-oriented, ethical sales results
    • Co-develop messaging and demand generation programs to generate sales alignment and success, success defined as new customer logos & bookings initiated by Partner for Druva
    • Enable partners to effectively position the Druva value narrative to end-users
    • Organize competitive market analysis to support channels strategies and channels sales planning cycle
    • Proactively lead joint partner planning – defining mutual KPI’s, financial targets, milestones for achieving established goals
    • Manage potential partner conflict by fostering superior communication internally and externally, and strict adherence to partner rules of engagement
    • Be entrepreneurial – Identify and share new market opportunities to pursue together with AWS and our shared reseller community

Performance Metrics

    • Bookings and forecast accuracy of new logo’s sourced by partners
    • ROI from activities and investments selected to implement at Partners
    • Team performance on the “what” and “how” of their business
    • Maintains high partner satisfaction ratings that meet company standards
    • Completes required training and development objectives within the assigned time frame

Capabilities and Competencies for Success

    • Creative, hands-on executive with proven leadership skills and a legacy of driving partner effectiveness
    • Loves to win (ethically), hates to lose with a passion
    • Intrinsically motivated, coachable, thrives in team performance
    • Knows how to lead – inspire, coach, and pull the best from the team
    • 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
    • Send resume to jobs@druva.com