National Partner Sales Manager

| South Bay
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National Partner Sales Manager

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.

Summary:

As the National Partner Sales Manager - West, you are responsible for building the relationship between Druva and including CDW. Your ability to penetrate new territories and align efforts from departments across both organizations is essential to your being successful in this role. Cross-functional teams from Druva’s Territory Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances and Sales Operations functions to provide support and tools and resources for you to leverage to attain and exceed sales performance goals.

Responsibilities:

  • The essential responsibilities of the CDW Partner Manager are to work directly with CDW to develop sales opportunities, and to work effectively across functions with other Druva employees to build the CDW/Druva partnership:
  • Demonstrate leadership and initiative.
  • Provide coaching and management oversight to the Druva and CDW sales teams to help them drive their sales strategy and goal attainment.
  • Use relationship management techniques to develop selling opportunities with CDW.
  • Work closely with sales management on development and execution of a sales strategy; adhere to available resources and district sales objectives.
  • Participate in strategic planning sessions with CDW and Druva sales management team on a quarterly and annual basis.
  • Plan and direct channel activities including implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development and distribution.
  • Schedule and attend sales call appointments with a prospect in partner organization.
  • Create sales team alignment between CDW and Druva account teams within the territory.
  • Establish short-term and long-term goals and quotas in line with corporate objectives.
  • Achieve monthly, quarterly and annual sales targets.
  • Identify needed resources for supporting sales strategy and develop a proposed budget for management review.
  • Be seen and treated by CDW as a trusted and valued resource.
  • Collaborate with the field marketing organization to plan, deliver and manage an effective communication and demand generation campaign for each focus partner.
  • Identify Druva customer references that can be utilized when reference selling.
  • Develop an account management plan to sell to customer based on their business need.
  • Develop territory maps to reflect geographies covered by CDW sales teams
  • Understand the capabilities of each team and develop improvement/incentive plans to bring all CDW team to equal capability
  • Develop quarterly MDF/Funding spend budgets based on CDW revenue targets
  • Interface directly with Field Marketing teams to develop territory specific plans for all Druva geographies.
  • Leverage Social media to bi-directionally promote and drive the Druva and CDW partnership, goals and objectives.
  • As a seasoned, experienced professional, with a full understanding of industry practices and company policies and procedures, this individual will apply attained experiences and knowledge in solving a wide range of issues in imaginative and practical ways.


Qualifications:

  • Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
  • A strong understanding of the sales process and Channel Sales.
  • Experience with target account selling, solution selling, and/or consultative sales techniques.
  • An aptitude for understanding how technology products and solutions solve business problems.
  • Ability to communicate with senior managers about their business challenges and Druva architecture.
  • Can own account responsibility or work on a team.
  • The ideal candidate will contribute proactively to the sales team efforts and positively influences decisions. May also act as a team leader and main decision market for team
  • Develop a budget to support the enablement, marketing and promotion of the Druva business plan


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Location

150 Mathilda Pl, Sunnyvale, 94086

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