AWS Alliance Manager

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Druva enables cyber, data and operational resilience for every organization with the Data Resiliency Cloud, the industry’s first and only at scale SaaS solution. Customers can radically simplify data protection, streamline data governance, and gain data visibility and insights as they accelerate cloud adoption. Druva pioneered a SaaS-based approach to eliminate complex infrastructure and related management costs, and deliver data resilience via a single platform spanning multiple geographies and clouds. Druva is trusted by thousands of enterprises, including 60 of Fortune 500, to make data more resilient and accelerate their journey to the cloud. Visit druva.com and follow us on LinkedIn, Twitter and Facebook.


About your position:


This role is part of Druva’s AWS US Partnership team under the sales organization and critical in driving Druva’s partnership and business with Amazon Web Services (AWS) through AWS Marketplace and our shared routes partners. You are responsible for building and nurturing Druva’s strategic relationship with AWS field teams in your designated region and driving co-selling activities with AWS and our joint partners, in order to support Druva’s business/performance metrics.


Your strong knowledge and experience in SaaS, data protection, enterprise virtualization, data storage, and/or cloud means that you can bring a unique value proposition to Druva’s current and prospective channel community, and key strategic alliance partners.



Key Objectives and Major Responsibilities:


  • Lead day-to-day relationships and activities with AWS field teams and Druva’s Sellers and partners in your designated region;
  • Drive co-selling activities with AWS to generate net new opportunities, customer logo acquisition, and alignment of field selling personnel;
  • Be the expert in Druva’s AWS sales messaging, motions, and organizational alignment between the two organizations;
  • Working collaboratively with Druva’s routes marketing organization deliver differentiated value propositions and messaging for Druva solutions to AWS field and marketplace personnel;
  • Maintain a current listing of AWS ISM, ISR, PSM, and CAM/MPCAM personnel within your region;  and
  • Be entrepreneurial – Identify and share pursue new market opportunities to pursue together with AWS, and Druva’s sales team and our shared reseller community.






Performance Metrics:

Druva has 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:

  • How: Cross-functional collaboration to effectively and efficiently execute the partner strategy based on the overall performance of the Druva AWS Alliances function.
  • What: MBO’s for strategic quarterly initiatives.


Capabilities and Competencies for Success:

 

  • You are an individual contributor willing to work cross functionally to identify and build business in alignment with AWS in your region;
  • Strong working knowledge of AWS – people and sales motion in particular - or similar experience with Azure/GCP/other cloud offerings
  • You have 3+ years of experience with enterprise software field sales/alliances/business development;
  • You are results-oriented and self-motivated, able to operate dynamically executing multiple initiatives in parallel;
  • You possess strong analytical, process, project management, verbal, written and presentation skills;
  • You are proficient with CRM platforms (ACE portal a definite plus);
  • You are able to communicate value propositions and drive initiatives across diverse audiences; and
  • You have the ability to define problems, collect data, establish facts, and draw valid conclusions, presenting these conclusions to leadership.


Other notes:

Less than 30% travel is assumed for this role, annually

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Location

We are Downtown Denver with easy access to transportation and walking distance from neighborhoods like Cap Hill, Golden Triangle, Lodo, Uptown & more.

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