Senior Partner Sales Engineer

Role Overview

• Build and manage the technical relationships within Partners to help drive incremental revenue.
• Assist Partners with prospects and customers interested in adopting the Druva products
• Evangelise selling of Druva based on value propositions, competitive differentiators, and advantages
• Provide oversight, guidance, and assistance during the Partner 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 Partners 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

Requirements

• 4+ 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 Tier 1 VARs (highly recommended)
• Experience with Cloud Providers, Virtual environments (VMWare, Hyper-V, Nutanix, Proxmox), Storage Technologies (SAN/NAS)
• Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls)
• 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 40% of the year (business days).

Tech Stack

• AWS
• Azure
• Cloud
• DNS
• EC2
• Firewalls
• SQL
• TCP/IP
• VMware

Benefits

• 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.