Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected world. Visit
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The Role & The Team:
Druva is looking for an experienced and motivated Inside Channel Account Manager (ICAM). Your charter will be to actively recruit, grow and scale channel relationships in a specific region - with KPIs tied to pipeline generation and partner sourced revenue. Most of you time will be spent enabling partners on Druva’s offerings and assisting in uncovering net new partner sourced leads. You will also work with Druva’s marketing and sales teams on demand generation initiatives and campaigns to assist our corporate and enterprise sales team on various channel-oriented opportunities.
What You Will Do:
- Your core accountability is achieving financial targets for partner sourced bookings
- Partnering with the national and regional partners to drive awareness
- Accelerate partner’s prospecting and closing of new sales opportunities
- Wins, maintains, and expands relationships with assigned channel partners
- Account mapping with assigned and potential partners in region working with regional partner sales managers, large enterprise account managers and corporate sales managers
- Arranging and helping to conduct initial product demonstrations and presentations
- Conducting outbound call campaigns to drive leads for focus regional partners
- Assist in driving attendance to regional partner events
- Assisting in on-site partners activities such as floor days, regional customer events and partner national sales meeting
What We Are Looking For:
- Establishes productive, professional relationships with key personnel within assigned partners
- Meets assigned targets for sales volume and strategic objectives
- Maintain and report an accurate sales forecast in SFDC
- Proactively leads joint partner planning
- Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary Druva and partner personnel
- Ensures partner compliance with partner agreements
- Collaborates with Druva technology alliance partners
- Drives adoption of Druva programs amongst assigned partners
- Recruits new qualified partners
Requirements:
- 3+ years of experience in a sales account manager, marketing, or channel role where you have proven success
- 3+ years of experience and a proven track record developing a partner ecosystem of VARs, SI's, MSPs within a SaaS model
- Understanding of data protection ecosystem, cloud-based solutions, and SaaS model
- 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, looks 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
- Experience working in a start-up environment
- Competent with SFDC and excel
- Ability to travel ~10% of the time
The pay range for this position is expected to be between $150,000 and $199,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
