Druva

Senior Dell Regional Alliance Manager

Boston, MA · Senior · Full-time

Sponsorship not specified$248k-$331kDetected 6 days ago

AWSSalesforceBusiness DevelopmentPipeline ManagementForecastingLeadershipCommunicationCollaborationPublic Speaking

About the role

Your Responsibilities Include, But Are Not Limited To:
Provides effective sales positioning training, programs and incentives training, and continuous development of the Dell GTM team
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

Manage the regional execution of Druva's engagement with its largest and most strategic OEM alliance partner.
Build and develop meaningful selling and business development relationships within the region resulting in a strong and active partnership;
Accurate forecasting and pipeline management of all business that flows through the partner within the region within each segment of the partner's salesforce
Program manage and ensure that all regional aspects of the OEM partnership are planned, implemented, and well-executed.
Develops and execute on a business plan in coordination with the Vice President of the Dell Alliance
Ability to influence and build consensus with people across all levels and functions with a sense of urgency;
Excellent organizational cadences in order to manage time to outcomes and needs for reporting;

Demonstrable strong knowledge of data protection / data management applications, market, and processes;
Demonstrable strong knowledge of SaaS (Cloud Software) products and business models
Track record of exceptional performance at past roles.
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.
In addition, the candidate must be hands-on in development and execution of the key processes that create new bookings opportunities.
For Consideration for This Role the Successful Candidate Must Have:

3+ years of experience working with, or within, the Dell CORE, Datacenter and /or DPS Sales Organization;
Experience with AWS programs and AWS Marketplace;

Support the achievement / over-achievement of mutual bookings objectives associated with the partnership based on Quarterly Performance to an annual target;
The pay range for this position is expected to be between $248,000.00 - $330,667.00/year

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.

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 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.
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'.
5-10+ years of relevant professional experience in one of the following disciplines: business development/alliances, partners sales at a leading high-tech company;
If you are an individual with a disability and require a reasonable accommodation to complete any part of the

This listing is sourced directly from Druva's careers page and normalized into a canonical job model.