AWS Partner Manager at Druva

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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 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). You will be responsible in building and nurturing strategic relationship with AWS field team in your designated region and driving co-selling activities with AWS, in order to support Druva’s business/performance metrics.

Your strong knowledge and experience in areas like backup, 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.

Opportunities for your career development are limitless on the shoulders of a rapidly growing and evolving company like Druva. Competitive On-Target-Earnings (OTE) package with ability to over-achieve and stock options in a Sequoia Capital backed pre-IPO Unicorn company.


Key Objectives and Major Responsibilities 

  • Lead the day-to-day relationship and activities with AWS field team in your designated region
  • Drive co-selling activities with AWS to generate net new opportunities, customer logos & bookings initiated by AWS for Druva
  • Drive sales alignment between AWS and Druva’s sales team, i.e., joint account planning and execution
  • Be the expert in the AWS sales messaging, motion, and organizational alignment. Create and communicate differentiated value propositions and messaging for Druva solutions together with Amazon Web Services (AWS)
  • Use internal and external resources to effectively position Druva as a leader/partner of choice within AWS
  • Create and communicate differentiated value propositions and messaging for Druva solutions together with Amazon Web Services (AWS)
  • 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

  • AWS sourced new opportunities, customer logos and bookings 
  • ROI from activities and investments selected to implement at and with AWS

Capabilities and Competencies for Success

  • Individual contributor who must be willing to roll up your sleeves and get things done
  • Strong working knowledge of AWS – people and sales motion in particular, or similar experience with Azure/GCP/other cloud offerings 
  • 10+ years of experience with enterprise software field sales/alliances/business development
  • Results-oriented and self-motivated, able to think strategically and execute tactically
  • Possesses strong analytical, process, project management, verbal, written and presentation skills
  • Proficient with excel
  • Can effectively communicate value propositions and drive initiatives across diverse audiences
  • Ability to define problems, collect data, establish facts, and draw valid conclusions
  • Demonstrated success in defining and implementing marketing strategies and programs that across organizational boundaries
  • Demonstrated success in implementing end-to-end marketing activities involving multiple products, groups, audiences and deliverables
  • >35% travel is expected
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • SqlLanguages
    • Microsoft SQL ServerDatabases
    • MySQLDatabases
    • OracleDatabases
    • PostgreSQLDatabases
    • SQLiteDatabases
    • Google AnalyticsAnalytics
    • Aha!Management
    • ConfluenceManagement
    • JIRAManagement
    • Microsoft ProjectManagement
    • SmartsheetManagement
    • WrikeManagement
    • SalesforceCRM
    • salesloftLead Gen

Location

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

An Insider's view of Druva

What are some social events your company does?

We have lunch catered daily in the office! We also host quarterly open house events to meet the team and potential new employees. We have holiday parties, team happy hours and lunches. We also have an annual President club trip. This year is in Banff and next year is in Crete!

Kelly

Sales Recruiter

What's the biggest problem your team is solving?

My team is educating and guiding companies and organizations through their cloud journey for data protection and management. We are the first interaction a potential customer has with Druva so we want it to be impactful. Druva keeps businesses modern, simple and scalable as it comes to one of their most important assets.

Samantha

Enterprise Sales Development Representative

How has your career grown since starting at the company?

Druva has allowed me to take my skillset as a sales driven individual, and through training and enablement, has propelled me into a sales leader within the company. The executives at Druva provide guidance in areas of improvement and recognition of success, allowing me to continually grow professionally.

Adam

Manager, Enterprise Sales Development

What is your vision for the company?

Druva is leading the way by creating a platform that spans traditional on-premises data sources, and the new data stores of the cloud, to centralize crucial protection and management services, without burdening organizations with multiple administration points, appliances, software and extended infrastructure.

Dave

VP of Corporate Sales

What makes someone successful on your team?

While our team number is important, we also focus on overcoming challenges and how we handle selling an industry disrupting product under a generally unknown name. Our solution is not something everyone in IT is ready for and therefore we face uphill battles of changing buyers perceptions of what we offer and how it can help.

Dillan

Corporate Account Executive

What are Druva Perks + Benefits

Druva Benefits Overview

Benefits include competive compensation, comprehensive medical, vision and dental, unlimited PTO, 10 paid Hollidays, 401k matching program, and stock options. Some perks include daily catered lunches, weekly happy hours, casual dress code and volunteer opportunities.

Culture
Volunteer in local community
Friends outside of work
Eat lunch together
Open office floor plan
Health Insurance & Wellness Benefits
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Retirement & Stock Options Benefits
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Happy Hours
Professional Development Benefits
Job Training & Conferences
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Paid industry certifications
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