Senior Dell Regional Alliance Manager

Druva · Boston, MA

onsitefull-time6-10 years

posted 14 Aug

About Druva Druva is the resilience foundation for the AI enterprise, helping organizations secure and recover from connected risk across data, cyber, identity, and AI. The Resilience Cloud is a fully managed, cloud-native SaaS platform that delivers air-gapped and immutable protection across cloud, SaaS, on-premises, endpoint, and edge environments. Powered by Dru MetaGraph, Druva’s graph-powered intelligence layer, the platform connects critical business context so customers can understand risk, respond faster, recover cleanly, and govern data with greater confidence. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva helps safeguard the critical information and systems businesses depend on in an increasingly connected world. Visit<a href="https://www.druva.com/"> druva.com</a> and follow us on <a href="https://www.linkedin.com/company/druva/mycompany/">LinkedIn</a>, <a href="https://twitter.com/druvainc">X</a> and <a href="https://www.facebook.com/DruvaInc/">Facebook</a>. About the Team The Senior Dell Alliance Manager reports to the Head of Dell Alliance and leads regional Dell engagement with one of Druva’s most strategic alliance partners.  The ideal candidate will have a successful track record of work as an ISV Business Development Leader and experience with OEMs and / or major Infrastructure vendors.  The ideal candidate should be an expert in the operational execution of a Strategic Sell Through / Sell With partnership including building strategic relationships, order management, competitive positioning, building awareness of Druva’s OEM within the Dell partnership, and other GTM activities needed to ensure joint success.  In addition, the candidate must be hands-on in development and execution of the key processes that create new bookings opportunities. Your Responsibilities Include, But Are Not Limited To: <ul> <li>Manage the regional execution of Druva’s engagement with its largest and most strategic OEM alliance partner.</li> <li>Support the achievement / over-achievement of mutual bookings objectives associated with the partnership based on Quarterly Performance to an annual target;</li> <li>Build and develop meaningful selling and business development relationships within the region resulting in a strong and active partnership;</li> <li>Accurate forecasting and pipeline management of all business that flows through the partner within the region within each segment of the partner’s salesforce</li> <li>Program manage and ensure that all regional aspects of the OEM partnership are planned, implemented, and well-executed. </li> </ul> In this Role, the Successful Manager: <ul> <li>Provides effective sales positioning training, programs and incentives training, and continuous development of the Dell GTM team</li> <li>Develops and execute on a business plan in coordination with the Vice President of the Dell Alliance</li> <li>Completes clear and timely reporting on the status of the partnership within the region and any necessary cross-functional action necessary to improve partnership performance; and</li> <li>Creates 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. </li> </ul> <h2>Performance Metrics:</h2> 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 ‘Win’. The core metrics this role will be incentivized and measured by are: <ul> <li>How: Cross functional  collaboration to effectively and efficiently execute the partner s