Inside Channel Account Manager, Team Lead

Druva enables cyber, data and operational resilience for every organization with the Data Resiliency Cloud, the industry’s first and only at scale SaaS solution. Customers can radically simplify data protection, streamline data governance, and gain data visibility and insights as they accelerate cloud adoption. Druva pioneered a SaaS-based approach to eliminate complex infrastructure and related management costs, and deliver data resilience via a single platform spanning multiple geographies and clouds. Druva is trusted by thousands of enterprises, including 60 of Fortune 500, to make data more resilient and accelerate their journey to the cloud. Visit druva.com and follow us on LinkedIn, Twitter and Facebook.

The Role & The Team:

Druva is looking for an experienced and motivated Inside Channel Account Manager (ICAM). Your charter will be to actively recruit, grow and scale channel relationships in a specific region - with KPIs tied to pipeline generation and partner sourced revenue. You will also be responsible for training team members, setting strategy and monitoring progress towards team goals. Most of your time will be spent enabling partners on Druva’s offerings and assisting in uncovering net new partner sourced leads. You will also work with Druva’s marketing and sales teams on demand generation initiatives and campaigns to assist our corporate and enterprise sales team on various channel-oriented opportunities.

What You Will Do:

• Develop ICAM playbook that includes strategies for managing partners
• Create training program for the ICAMs
• Develop ICAMs to be effective in managing their assigned partners
• Develop and manage the KPIs assigned to ICAMs
• Quarterly assessments of ICAMs & feedback for improvement
• Your core accountability is achieving financial targets for partner sourced bookings
• Partnering with the regional partners to drive awareness
• Accelerate partner’s prospecting and closing of new sales opportunities
• Wins, maintains, and expands relationships with assigned channel partners
• Account mapping with assigned and potential partners in region working with regional partner sales managers, large enterprise account managers and corporate sales managers
• Arranging and helping to conduct initial product demonstrations and presentations
• Conducting outbound call campaigns to drive leads for focus regional partners
• Assist in driving attendance to regional partner events
• Assisting in on-site partners activities such as floor days, regional customer events and partner national sales meeting

What We Are Looking For:

• Created & Implemented a playbook to drive success
• Developed a successful training program
• Ability to get the most out of the team while being an individual contributor
• Establishes productive, professional relationships with key personnel within assigned partners
• Meets assigned targets for sales volume and strategic objectives
• Maintain and report an accurate sales forecast in SFDC
• Proactively leads joint partner planning
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary Druva and partner personnel
• Ensures partner compliance with partner agreements
• Collaborates with Druva technology alliance partners
• Drives adoption of Druva programs amongst assigned partners

Requirements:

• 3+ years of work experience as a team lead or supervisor
• 3+ years of experience in a sales account manager, marketing, or channel role where you have proven success
• 3+ years of experience and a proven track record developing a partner ecosystem of VARs, SI's, MSPs within a SaaS model
• Understanding of data protection ecosystem, cloud-based solutions, and SaaS model
• 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, looks for new opportunities & ways to increase value of partnership
• Successful experience driving value disruptive change within customers
• Scalable with more responsibilities as the company grows
• Experience working in a start-up environment
• Competent with SFDC and excel
• Ability to travel ~30% of the time

The pay range for this position is expected to be between $144,000 and $192,000/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.