Sr. Director, Global Alliances

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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.

Role Summary:

  • Co-developing the Global AWS alliances strategy, then owning the execution, resulting in high growth of AWS solutions innovation, thought leadership alignment, and AWS influenced new logo acquisition and associated sales bookings.
  • Drive internal interlock by leading the cross-functional team across the world with a complete Alliances strategy
  • Build business plans with AWS stakeholders in APN, Marketplace, and Field Sales teams to drive mindshare and growth from the executive team through to individual sellers
  • Track sales pipeline and bookings against quota and other essential KPI’s
  • Wins, maintains and expands relationships with AWS

Role Responsibilities:

  • Establishes productive, professional relationships with key personnel within AWS
  • Meets assigned targets for strategic programs and sales objectives
  • Proactively leads joint Alliance planning – defining mutual KPI’s, financial targets, milestones for achieving established goals
  • Contributes to the innovation of solution/design-win development efforts which best address end-user needs while coordinating the involvement of all necessary Druva and AWS personnel
  • Collaborates with Druva technology alliance partners like VMware, Consulting Partners, System Integrators, and Managed Service Providers

Performance Metrics:

We have 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: Leadership of the global team including the cross-functional collaboration to execute the strategy effectively and efficiently
  • How: Feedback from our AWS to the value and enjoyment of partnering with Druva
  • What: MBO’s for strategic quarterly initiatives and AWS influenced Bookings

Qualifications & Previous Experience:

You have a strong ability to communicate and build relationships with a diverse range of personnel including sales, product management, marketing, service delivery, support teams, and senior management within an Alliance partner:

  • Well versed in AWS strategy, tactics, as well as exemplifies AWS Leadership Principles
  • 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 the value of partnership
  • Scalable with more responsibilities as the company grows
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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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