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- Tasks: Drive partner engagement and support sales with innovative data protection solutions.
- Company: Join Druva, a leader in cloud-native data security solutions.
- Benefits: Enjoy a culture of innovation, collaboration, and professional growth.
- Other info: Dynamic environment with opportunities for visibility and career advancement.
- Why this job: Make a real impact in data security while building strong partner relationships.
- Qualifications: 4+ years in technical roles, with experience in enterprise software and SaaS.
The predicted salary is between 60000 - 80000 £ per year.
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.
About the Team
This role sits on a highly collaborative, performance-driven Channel account team supporting Druva’s Strategic partners across our UK&I Territory. The Druva Channel team is focused on enabling our partners to modernize data protection and cyber resiliency for their customers with Druva’s 100% SaaS platform. You will collaborate with our Partner Sales 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 Channel / Alliance Sales Engineer to amplify Druva’s strategic capabilities and support Druva’s Channel growth trajectory across our UK&I Business. 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 for partners to grow their practice, conduct technical workshops and deep-dive demo sessions to ensure our partners are self-sufficient. The Channel SE is expected to help partners 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 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.
What Makes You a Great Fit
- 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).
What Success Looks Like in the Role
This role is all about exciting our partners, and evangelising them to lead with Druva. Being visible, out with our teams, partners and distributors is key to success. KPI’s will focus on visibility and activity. In the first 6 months we expect this role to be at the core of our UKI success plan growing the channel alongside the wider PSM and Sales teams, working hand in hand with our other SE’s. In this role you will own the technical relationships with partners in the UK and will be given the freedom to build these relationships with full control over how they develop.
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.
Senior Partner Sales Engineer employer: Druva
Contact Detail:
Druva Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Senior Partner Sales Engineer
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, webinars, or even local meetups. The more you engage, the better your chances of landing that dream job.
✨Tip Number 2
Show off your skills! Prepare a killer portfolio or presentation that highlights your achievements and how they relate to the role. When you get the chance to chat with potential employers, make sure to showcase what you can bring to the table.
✨Tip Number 3
Practice makes perfect! Do mock interviews with friends or use online resources to refine your answers. Focus on articulating your experience and how it aligns with the company's goals—especially around data security and partner engagement.
✨Tip Number 4
Apply through our website! We love seeing applications come directly from candidates who are excited about joining us. It shows initiative and gives you a better chance to stand out in the crowd.
We think you need these skills to ace Senior Partner Sales Engineer
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Senior Partner Sales Engineer role. Highlight your relevant experience in technical customer-facing roles and any specific achievements that align with Druva's mission in data security.
Showcase Your Technical Skills: Druva is looking for someone with a solid understanding of enterprise software solutions, especially in Backup and SaaS. Be sure to mention your experience with cloud providers and any technical relationships you've built within Tier 1 VARs.
Communicate Clearly: Your written communication skills are crucial for this role. Use clear and concise language in your application to demonstrate your ability to convey complex ideas effectively, just like you would in a technical discussion with partners.
Apply Through Our Website: We encourage you to apply directly through our website. This not only streamlines the process but also shows your enthusiasm for joining Druva and being part of our innovative team.
How to prepare for a job interview at Druva
✨Know Your Stuff
Make sure you have a solid understanding of Druva's products and services, especially their cloud-native solutions. Familiarise yourself with the latest trends in data protection and cyber resilience, as well as the competitive landscape. This will help you articulate how you can contribute to their mission during the interview.
✨Showcase Your Experience
Prepare to discuss your previous roles, particularly your experience as a Sales Engineer and any technical customer-facing roles. Highlight specific examples where you've successfully built relationships with partners or driven revenue growth. Use metrics to demonstrate your impact whenever possible.
✨Engage in Technical Discussions
Be ready to dive deep into technical discussions about backup technologies, cloud providers, and networking concepts. Practice explaining complex ideas in simple terms, as this will showcase your ability to communicate effectively with both technical and non-technical stakeholders.
✨Ask Insightful Questions
Prepare thoughtful questions that show your interest in Druva's strategy and culture. Inquire about their approach to partner enablement and how they measure success in the Channel team. This not only demonstrates your enthusiasm but also helps you assess if the company aligns with your values.