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

MSP Partner Specialist
United States of America
Job Description / Skills Required

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.

This is an exciting opportunity. Druva SaaS Data Protection is an incredibly attractive and interesting proposition for MSPs. Druva can provide rapid Time to Revenue, immediate margins and incredibly efficient multi-tenant management, which ultimately will drive service delivery excellence. You will be a part of this transformation for these MSPs, tired of the old legacy methodologies for Service Delivery.

Position Responsibilities include:

  • Consults to Service Providers and runs workshops to:
  • Assist with clear go-to-market strategy for services they deliver based on Druva's products
  • Assist with accurate commercial modelling
  • Assist the build out of service offering(s) tailored to their business requirements and target markets
  • Work with the Service Provider customer to mature their approach to product / service management
  • Assist to leverage Global MSP Partner Team resources and templates to streamline service development process
  • Ensures a clear Service Definition exists prior to a Service Architecture / Design phase commencing
  • Business Unit Responsibility for the Global MSP Partner Team. Specific focus on:
  • Sales engagement processes
  • Service Provider business success enablement level materials
  • Service Provider Maturity matrix
  • Service Provider Value to Druva - Strategic & Financial
  • Master Catalog / Service definition supporting tools
  • Service Provider Sales Training program
  • Cost models
  • Customer facing service descriptions
  • Leads negotiation of MSP contractual terms
  • Maintains a leadership role to help craft sales strategy and tactics to influence customer decision making at the technical through executive level.
  • Assist Global MSP Partner Team SEs with building customized service demonstrations – Proof of Concept
  • Lead role in large Service Provider Sales & Services Engagements
  • Collaborates with products team on future concepts / features to improve product fit/positioning with cloud services providers
  • Represents Druva at service provider industry conferences & events

Performance Metrics

  • ACV/TCV bookings achievement to quota & forecast accuracy
  • Meets MSP Recruitment targets
  • Completes MSP account plans that meet company standard
  • Completes required training and development objectives within the assigned time frame

Experience, Capabilities and Competencies for success

  • Proven track record in a relevant quota carrying sales role
  • Proven track record in working with or for Managed Service Providers
  • 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

 Preferred location

  • Central or East United States