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.

Druva is looking for an Alliances Leader, to drive business goals and revenue goals through strong technology alliances.  This person will have a strong ability to communicate, as well as thrive in building relationships with a diverse range of personnel including business development, product management, marketing, service delivery, and senior management within an Alliance partner.  They are well-versed in business development tactics with a minimum of 7 years of enterprise software business development success; motivated to win, setting the pace of the team, rather than following it; able to thrive as an independent contributor, able to organize and lead a team when called to do so and always looking for new aligned opportunities and ways to increase the value of partnership.

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 cross functional  collaboration to effectively and efficiently execute the partner strategy with MBO’s for strategic quarterly initiatives.

Responsibilities:

• Co-developing Druva’s Advanced and Foundational Technology Partnerships, then owning the execution, of those partnerships in alignment with market, customer, and partner-specific roadmaps and requirements; 
• Executing business development programs with each of these partnerships to achieve optimized commercial / technical engagement with each named partner – with the intent to grow engagement to strategic levels, where possible; 
• Coordinate cross-functionally with Druva Products, Sales, Operations, and Legal teams so as to create the most extensible and scalable programs for Druva’s product development and GTM functions; 
• Align with Druva senior leadership on strategic initiatives in order to land, expand, or exit from partnerships based on those initiatives and partner / program performance; 
• Working with Products leaders track and report on partner performance in market, with Druva, Druva’s competitors.  Identify areas of synergy between partnerships to help create Druva’s ‘unfair advantage’ in the market; and
• Create and maintain all necessary partner technical and commercial contacts within each named partner. 
• Establishes productive, professional relationships with key personnel within Foundation and Advanced Partnerships; 
• Maintains and expands  organizational and technical credibility for Druva  within this partnerships; 
• Proactively leads joint Alliance planning – defining mutual KPI’s, financial targets (where possible), milestones for achieving established goals; 
• Works to coordinate to the innovation of solution/design-win development efforts which best address end-user needs; 
• Collaborates with Druva Strategic Partners; Consulting Partners, System Integrators, and Managed Service Providers where role appropriate; and
• Able to scale responsibly with workloads, as needed.

Qualifications:

• Excellent organizational cadences in order to manage time to outcomes and needs for reporting;
• 7+ years in Business Development with strong technical knowledge - SaaS preferred;
• Experience representing partnerships to analysts, at trade and vendor conferences; and 
• Contacts and relationships with Druva’s named technology partners!