Druva
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About Druva
You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure.
Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results.
Visit druva.com and follow us on LinkedIn, X and Facebook.
About the Team
This role sits on a highly collaborative, performance-driven Channel account team supporting Druva’s Strategic partner, SHI, in North America. The Druva Channel team is focused on enabling SHI to modernize data protection and cyber resiliency for their customers with Druva’s 100% SaaS platform. You will collaborate with the Druva SHI National Partner team as a dedicated Systems Engineer to drive deep discovery, strong partner engagement, and a consultative sales motion across the full lifecycle. This is a high-impact role for someone who thrives on strategic partner ownership, values teamwork, and enjoys building durable channel partner relationships while driving new growth.
Role Purpose & Impact
We are seeking an experienced Sales Engineer to amplify Druva’s strategic capabilities and support Druva’s Channel growth trajectory within SHI across North America. You will be a critical role to your Partner Sales team, collaborating with cross-functional teams to drive strategy, execution, and process excellence. You will work alongside your Partner Sales team to develop technical business plans within SHI to grow their practice, conduct technical workshops, "lunch and learns," and deep-dive demo sessions to ensure SHI is self-sufficient. The Channel SE is expected to help SHI discover Druva solutions that positively affect their customers, and your efforts will directly contribute to operational efficiency, revenue growth, customer satisfaction, and service excellence.
What You’ll Do
- Build and manage the technical relationships within SHI to help drive incremental revenue.
- Assist SHI with prospects and customers interested in adopting the Druva products
- Promote selling of Druva based on value propositions, competitive differentiators, and advantages
- Provide oversight, guidance, and assistance during SHI sales process to ensure mutual success
- Lead technical discussions on the value Druva can provide to their clients
- Develop and execute enablement plans with joint executive support and budgets
- Gather, track, and translate partner feedback and help steer the Druva product roadmap
- Develop domain expertise and thought leadership regarding the partners’ current areas of focus, as well as in new areas for expansion
- Define and deliver formal and informal technical training sessions for partner resources
- Establish and maintain technical expertise on current and developing Druva products and technology
- Execute business initiatives to produce incremental revenue streams
- Help develop partner collateral material in cooperation with sales and marketing
- Maintain field-level relationships with partners to ensure effective positioning of Druva’s solutions
- Create technical content to show SHI how to implement specific use cases or best practices for new technologies
- Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing, and Sales
What Makes You a Great Fit
- 7+ years in technical customer-facing roles with at least 3+ years as a Sales Engineer
- 3+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus)
- Existing technical relationships within SHI (highly recommended)
- Experience with Identity Providers (Entra ID, Active Directory, Okta), SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper-V, Nutanix, Proxmox), Storage Technologies (SAN/NAS)
- Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure.
- Fast Learner in a dynamic environment with changing priorities
- Results-oriented with the ability to prioritize activities, plan, and organize focus to meet commitments
- Excellent presentation, communication (verbal & written), and relationship-building skills, across all levels of management, including negotiations and risk abatement
- Experience with a SaaS company or demonstrable deep knowledge of SaaS practices
- Strong knowledge of enterprise server backup technology
- Competence with competitive data protection platforms and services inclusive of Disaster Recovery and Recovery from a ransomware event
- Basic understanding of introductory security principles
- Knowledge and practical experience with VMware & Hyper-V administration
- Backup & Restore of file systems and databases
- Exposure to AWS services - mainly EC2, RDS, S3, IAM, & VPC.
- Exposure to Azure services - mainly Azure VM, Azure SQL, Azure File, and Azure Blob
- Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers
- Travel at least 25% of the year (business days)
What Success Looks Like in the Senior Channel Sales Engineer Role
- Consistent enablement of SHI on the value of Druva.
- Consistent education of SHI on new Druva product launches and GTM activities.
- Drive collaboration between Channel Partners sellers and Druva sellers
- Drive net new logo business with SHI
- Drive expansion and upsell of Druva services within the partner’s existing Druva install base (upsell/cross-sell)
- Drive Partner Sales and Technical Certifications.
- Provide Druva Partner Marketing and Product teams feedback on SHIgo-to-market activities and product enhancements.
Requirements
- Strong knowledge of enterprise data protection and cyber resilience technologies
- Knowledge and practical experience with SaaS applications such as M365, Google Workspace, or Salesforce
- Knowledge and practical experience with one or all of the following VMware, Hyper-V, Proxmox, and Nutanix AHV administration
- Data protection knowledge and understanding of File, NAS, MSSQL, and Oracle environments
- Exposure to AWS or Azure cloud native services.
- Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers
- Eligible to travel to Canada if required.
Why You’ll Love Working Here
Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on.
If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.
What We Offer
The pay range for this position is expected to be between $176,000 and $235,333/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.
Data Privacy Notice for Job Candidates:
For information on personal data processing, please see our Druva Privacy Policy
Druva is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at recruiting_us@druva.com
Ready to apply?
Apply to Druva
About Druva
You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure.
Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results.
Visit druva.com and follow us on LinkedIn, X and Facebook.
About the Team
Druva launched a new MSP Program in 2021 that transforms how MSPs go to market, increasing sales velocity, reducing time to activate customers, improving margins and cash flow. The success of this program has fueled the need to expand the MSP team.
Role Purpose & Impact
The MSP Strategic Development Manager is a hunter sales role focused on recruiting new MSP partners and helping MSP partners sell Druva to new tenants. The current territory is the Americas Region, which will become more defined as the team grows. The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven and consultative in their sales approach. You should have a consistent track record of success in achieving new customer objectives and revenue targets. In addition, you should be comfortable selling a solution and technologies within a SaaS, startup environment to Managed Services Providers at an executive level.
Sales responsibilities include territory/pipeline management, opportunity identification, analyzing Managed Services Go-to-Market opportunities around Druva use cases, leading demonstrations and presentations, TCO analysis, and providing rapid response, along with the MSP Solutions Engineer, to outstanding technical questions to ensure optimal partner support and service in the sales process.
What You’ll Do
- Focus on increasing market share for Druva’s products through prospecting to Service Providers within the assigned region
- Align Druva products to the MSP Service Catalog, aligning Druva’s unique differentiation, and aligning to improve key purchasing criteria for MSPs
- Negotiate and agree to creative and meaningful commercial agreements with Service Providers, aligning with the acquisition of net new MSP logos and/or the displacement of existing products
- Manage virtual and in-person sales campaigns to recruit strategic MSP targets
- Work collaboratively with MSP Partner Consultants and MSP SEs to develop new service offerings, commercial modeling, service development, and design workshops
- Work with Druva Field to engage with and drive new incremental revenue via the MSP Channel
- Prepare activity and forecast reports as requested, and prepare and participate in QBR’s
- Prepare and execute a thorough quarterly business plan
- Maintain up-to-date knowledge of Druva’s competitive positioning in the marketplace
- Meet or exceed assigned yearly revenue quota
Performance Metrics
- ARR bookings achievement to quota & forecast accuracy
- Net retention and growth within existing MSPs
- Completes territory sales plans that meet company standards
- Completes required training and development objectives within assigned timeframe
What Makes You a Great Fit
- 8-12 years of sales experience with 3-5 years being within the MSP space specifically. Ideally, has worked for an MSP in the past and can demonstrate a detailed understanding of their business model
- Proven experience selling to Managed Services Providers (backup or SaaS a plus)
- Demonstrate success within a fast-moving, agile company environment
- Excellent understanding of the sales process and the ability to develop and execute a successful MSP-focused sales campaign
- Champion and develop sales motions internally with your Managed Services Providers
- Excellent organizational skills and strong technical acumen
- Backup experience is a requirement; security experience is a strong plus
- 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 value of the partnership
- Successful experience driving value-disruptive change within MSPs
- Scalable with more responsibilities as the company grows
What Success Looks Like in this Role
Success means you will consistently onboard Net New MSP partners and Net New Tenants that consume Druva services. You will onboard at least one new strategic MSP partner per quarter.
Why You’ll Love Working Here
Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on.
If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.
Why You’ll Love Working Here
Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on.
If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.
What We Offer
The pay range for this position is expected to be between $196,000.00 - $261,333.00/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.
Data Privacy Notice for Job Candidates:
For information on personal data processing, please see our Druva Privacy Policy
Druva is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at recruiting_us@druva.com
NOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS
Ready to apply?
Apply to Druva
About Druva
You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure.
Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results.
Visit druva.com and follow us on LinkedIn, X and Facebook.
About the Team
This role sits on a highly collaborative, performance-driven Commercial sales team focused on helping customers modernize data protection and cyber resilience with Druva’s 100% SaaS platform. The Account Executive owns the territory end-to-end, maintaining and expanding existing customer relationships while actively hunting and closing net-new logos.
You will work in a true two-in-a-box model with a dedicated local Systems Engineer to drive deep discovery, strong customer engagement, and a consultative sales motion across the full lifecycle, from prospecting through expansion. This is a high-impact role for someone who thrives on territory ownership, values teamwork, and enjoys building durable customer relationships while driving new growth.
Role Purpose & Impact
You will own and execute the go-to-market strategy for your territory, managing a defined book of business while identifying, prospecting, and closing new customer opportunities across organizations with 251–2,999 employees.
You will build trusted relationships with IT and security leaders by understanding their business challenges and aligning them to Druva’s cloud-native data protection and cyber resilience platform. Partnering closely with a dedicated local Systems Engineer, you will lead discovery, technical validation, and solution design to clearly articulate the value of a SaaS-based approach.
You will collaborate cross-functionally with Customer Success, Channel Partners, and internal teams to support onboarding, adoption, renewals, and expansion, while building pipeline, forecasting accurately, and consistently delivering against revenue targets.
What You’ll Do
- Prospect and close new sales opportunities in a defined territory and a defined set of target accounts
- Generate results; consistent, reliable performance with 100% minimum attainment expected
- Partner with the local, regional and national channel partners to drive awareness and "buzz" in your territory
- Arrange and help conduct initial product demonstrations and presentations
- Manage sales process and opportunity closure
- Ongoing account management to ensure customer satisfaction and to drive additional cross-sell/up-sell opportunities
What Makes You a Great Fit
- 3+ years of Field Account Executive experience with documented quota attainment
- Sales experience in the IT or technology industry preferred
- Proven ability to build executive-level relationships
- Continuous learner and student of the game - you want to constantly get better
- Ability to understand the "bigger picture" and the business drivers around IT
- You strive for greatness and push yourself
- Commitment to professionalism, integrity, and positive team culture
- Bachelor's Degree or equivalent
What Success Looks Like in this Role
Success means consistently owning and growing the territory through predictable, high-quality execution. You effectively balance expanding existing accounts with adding new logos, building trusted relationships with IT and security leaders and positioning Druva as a strategic partner.
You operate as a strong partner to your dedicated Systems Engineer, lead disciplined discovery, guide customers through value-based buying decisions, and maintain a healthy, well-managed pipeline with accurate forecasts. You collaborate closely with Customer Success and channel partners to drive renewals, expansions, and long-term retention.
You are also a dependable, high-integrity team member who shows up prepared, contributes to a strong team culture, and helps elevate the overall performance of the Commercial Central Team.
Why You’ll Love Working Here
Druva’s Commercial Sales Team combines the momentum of a high-growth company with a collaborative, people-first culture. You’re trusted to run your territory with real ownership and autonomy, while never feeling like you’re on an island. The team wins together, shares best practices, and supports one another through complex and competitive deals.
The work is timely and meaningful. Customers are actively rethinking legacy data protection and cyber resilience strategies, and Druva’s 100% SaaS platform resonates strongly in the market enabling authentic, value-driven conversations with senior IT and security leaders.
Druva also invests in enablement, leadership, and career development, recognizing and rewarding strong performance. You’ll work alongside driven, thoughtful professionals who take pride in their craft and enjoy building something special together in the central region.
What We Offer
The pay range for this position is expected to be between $227,000 and $302,333/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.
Data Privacy Notice for Job Candidates:
For information on personal data processing, please see our Druva Privacy Policy
Druva is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at recruiting_us@druva.com
Ready to apply?
Apply to Druva
About Druva
You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure.
Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results.
Visit druva.com and follow us on LinkedIn, X and Facebook.
The Role & The Team:
The Dell Alliance Sales Specialist reports to the Global Dell Alliance Leader and leads Druva’s Medium Business engagement with Druva’s strategic OEM partner for your territory. The ideal candidate has a successful track record of work as a software seller and experience with OEMs and / or SaaS-based product sales through third parties. The ideal candidate is a seller with strong technical acumen in the operational execution of a Strategic Sell Thru / Sell With partnership including building strategic relationships, opportunity qualification, competitive positioning, providing demonstrations of the platform, building awareness of Druva within the partner, and other GTM activities needed to ensure joint success of the partnership. In addition, the candidate must be hands on in development and execution of the key processes that create new bookings opportunities.
What You Will Do:
You are responsible to drive net new logos & cross-sells through the OEM partner’s customer accounts with specialized knowledge specific to “SaaS” and “cloud” like Microsoft 365 and AWS etc.. This is achieved through effective strategic planning, qualifying prospects/customers, demonstrations of the platform using business development techniques with the OEM sales teams. Our Product Sales Specialist role(s) is/are based out of Round Rock/Austin, TX. In this role you will work with Dell and Druva field seller daily, often in Dell facilities.
- Continuously position the Druva OEM to Dell field teams / mid market sellers as the best possible product to meet their customer / customer prospect data protection needs
- Work with both Dell field and Dell Channel teams to differentiate and demonstrate the value proposition of the Druva Dell OEM product platform
- Evangelize the compelling differentiation of the Dell OEM product platform to Dell field sales personnel who may not understand the value of a SaaS-based platform
- Coordinate, where necessary, co-sales activity between Druva field sellers and Dell (and Dell Channel) sellers for new customer acquisition
- Build a territory plan with the respective account teams to identify areas to expand the account with new customers, cross-sells, and multi-product adoption based on propensity.
- Break into new lines of business groups within the defined Medium Business division.
- Map Druva’s OEM solutions to Dell’s unique business and technical requirements to ensure strategic long-term value
- Coordinate with Druva field sellers where relevant to manage sales funnel activity associated with your territory’s activity
- Generate results; consistent, reliable performance with 100% minimum attainment expected
- Partnering with the Dell Medium Business teams to drive business for Druva, OEM, and the partner community.
- Arranging and driving business reviews, demonstrations, unsolicited proposals etc. to drive customer engagement.
- Be the “expert” as a Product Specialist.
What We Are Looking For:
- 2+ years' experience as an Account Executive/Account Manager where you have exceeded your sales plan each year and can document the success
- Existing or previous Dell experience is a highly recommended
- Deep understanding of any of the following is a must: SaaS solution selling, Data Security, Cloud/Datacenter Backup and/ or CyberSecurity.
- Has the passion to wear multiple hats driving both the sales qualification and demos of the service allowing for additional career growth in management.
- Ideally bring high volume mid market sales or technical experience in the IT industry
- Demonstrable track record of achieving sales targets
- Ability to drive IT management-level prospecting engagements
- Ideally come from the Storage/Data Management world and understand Enterprise Backup Technologies.
- Continuous learner and student of the game - you want to constantly get better
- Ability to understand the "bigger picture" and the business drivers around IT
- You strive for greatness and push yourself
- Bachelor's Degree or equivalent
What success looks like in this role:
- Achieving and exceeding PowerProtect Backup Services Sales Goals by engaging Dell Core ISRs, TSRs, iDCSEs & iSRPs and their leadership in the Hopkinton/Nashville offices.
- Identifying & developing a plan to deliver PowerProtect Backup Services enablement through programs, activities and promotions.
- Identifying key resources within Dell and Druva to help drive and support both net new business and renewals
- Have an operational sound process to assist in improving the way we do business with Dell.
Why You’ll Love Working Here
Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on.
If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.
What We Offer
The pay range for this position is expected to be between $133,000.00 - $177,667.00/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.
Data Privacy Notice for Job Candidates:
For information on personal data processing, please see our Druva Privacy Policy
Druva is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at recruiting_us@druva.com
Ready to apply?
Apply to Druva