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Druva

Druva is a leading provider of continuous data protection and disaster recovery solutions.

Head of Global Distribution Partners
United States of America
Job Description / Skills Required

This is your opportunity to join one of the industry’s most value-disruptive, in turn valuable SaaS companies, possessing a proven market fit, well-funded, consistent delivering high-growth results, with uncapped earnings, and the chance to make your mark on the Company’s trajectory.

 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.

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.

We are looking for an accomplished distribution leader to drive all aspects of the global distribution program including program development, cost analysis, distribution selection criteria, and detailed time to market SLAs. This role will manage all aspects of business planning, execution, and 2-tier model inspection across global theaters. This role will be tightly integrated with all key channel and direct field sales, with the role reporting directly to the Global VP of Partners. 

Job Summary

This position requires you to be a builder, change agent, and visionary leader who will successfully assess, define, and implement best-in-class distribution programs to be recognized both internally and externally with partners as possessing the ability to understand and articulate a multi-year vision. The position works within a governance structure that includes partnering with cross-functional team leads including global Geo partner sales teams, marketing, end-user field sales teams, finance, legal, and customer success. 

 

Key Objectives and Major Responsibilities

  • Drive partner sourced new logos and ARR with distribution stakeholders via a mixture of strategy thru to execution, thus meeting monthly, quarterly, and annual financial targets.

  • Co-develop and launch partner recruitment, enablement, and sales execution from the partner ecosystem of our distribution partners. 
  • Ensure that process is in place to provide timely access to distribution budgets and resulting ROI on a monthly, quarterly, and annual basis.

  • Create a simple EOY and EOQ cadence to ensure a smooth, time-sensitive, and cost-effective process during these peak seasons.

  • Work with distribution executives to build robust business plans and coordinate meaningful quarterly business reviews. Have the knowledge and strength to course-correct where necessary.

  • Spends time identifying all stakeholders necessary to build an authentic plan to become a meaningful part of their company and personal objectives. 

 

Performance Metrics

  • Bookings achievement to quota & forecast accuracy
  •  Completes partner account plans that meet company standards
  • Completes required training and development objectives within the assigned time frame

 

Capabilities and Competencies for Success

  •   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