Associate Alliance Manager

Summary

Join Druva as the Dell Associate Alliance Manager - EMEA & APJ, working closely with the Sr. Alliance Manager to engage with a key strategic partner. This role demands a proven track record in ISV Business Development, experience with OEMs and major infrastructure vendors, and expertise in executing strategic partnerships. You will be responsible for managing international engagement, achieving bookings objectives, building relationships with Dell stakeholders, and forecasting pipeline management. The position requires program management, sales positioning training, business plan development, and reporting on partnership status. Success hinges on creating awareness of Druva's offerings and ensuring mutual commercial benefit. The role is measured by cross-functional collaboration, quarterly bookings objectives, and quarterly MBOs.

Requirements

• 3+ years of relevant professional experience in one of the following disciplines: technology sales, business development/alliances, partners sales at a leading high-tech company
• Good public speaking skills with the ability to present confidently to large groups
• Demonstrable good knowledge of data protection / data management applications, market, and processes
• Demonstrable good knowledge of SaaS (Cloud Software) products and business models
• Track record of exceptional performance at past roles with success selling complex solutions through partnerships
• Excellent organizational cadences in order to manage time to outcomes and needs for reporting
• 2+ years of experience working with, or within, the Dell CORE, Datacenter and /or DPS Sales Organization
• Must be open to international travel for meetings, events, or project work
• Contacts and relationships with Druva’s and Dell’s named technology partners!

Responsibilities

• Help manage the international execution of Druva’s engagement with its largest and most strategic OEM alliance partner: Dell Technologies
• Support the achievement / over-achievement of mutual bookings objectives associated with the partnership based on Quarterly Performance to an annual target
• Build and develop meaningful selling and business development relationships with key Dell stakeholders across the EMEA & APJ market
• Accurate forecasting and pipeline management of all business responsible for
• Program manage and ensure that all regional aspects of the OEM partnership are planned, implemented, and well-executed
• Deliver critical business development relationships with key Dell sellers and leadership
• Provide effective sales positioning training, programs and incentives training, and continuous development of the Dell GTM team
• Develop and execute on a business plan in coordination with the Vice President and Sr Manager of the Dell Alliance
• Complete clear and timely reporting on the status of the partnership within the region and any necessary cross-functional action necessary to improve partnership performance
• Create awareness and interest for Druva’s product offerings across the partner’s sales teams, while maintaining a keen understanding of the partner’s business and how Druva’s alignment to that business – where BOTH parties will achieve commercial benefit

Preferred Qualifications

• Aptitude to think strategically and translate strategy into actionable and measurable tactics and objectives
• Self sufficient and self starter
• Ability to influence and build consensus with people across all levels and functions with a sense of urgency
• Crisp and effective communication skills, including significant experience presenting to senior executives
• Ability to work effectively as an individual contributor