Senior Partner Sales Engineer

Job Overview

The Senior Partner Sales Engineer will own and develop technical relationships with Druva’s partners in the UK. You will collaborate closely with Partner Sales, Sales Engineers, distributors, and cross-functional teams to support channel growth and help partners become increasingly self-sufficient when positioning Druva solutions.

This is a customer- and partner-facing role requiring strong knowledge of enterprise backup, SaaS, cloud infrastructure, virtualization, networking, data protection, disaster recovery, and ransomware recovery. Travel of at least 40% of business days is required.

What You’ll Do

• Build and manage technical relationships within partner organizations to help generate incremental revenue.
• Support partners working with prospects and customers interested in adopting Druva products.
• Help partners communicate Druva’s value propositions, competitive differentiators, and advantages.
• Provide technical oversight, guidance, and assistance throughout the partner sales process.
• Lead technical discussions demonstrating the value Druva can provide to partner customers.
• Develop and execute partner enablement plans with appropriate executive support and budgets.
• Gather and track partner feedback and translate insights that can help inform Druva’s product roadmap.
• Develop domain expertise around partners’ existing areas of focus and potential areas for expansion.
• Design and deliver formal and informal technical training for partner resources.
• Maintain strong technical expertise across current and developing Druva products and technologies.
• Execute business initiatives designed to create incremental revenue streams.
• Help develop partner collateral in collaboration with Sales and Marketing.
• Maintain field-level partner relationships to support effective positioning of Druva solutions.
• Create technical content showing partners how to implement specific use cases and technology best practices.
• Communicate customer requirements and product feedback to Product Management, Engineering, Marketing, and Sales teams.

Experience & Qualifications

• At least 4 years of experience in technical customer-facing positions.
• At least 3 years of experience working as a Sales Engineer.
• At least 3 years of pre-sales experience working with enterprise software solutions.
• Experience with backup technologies and SaaS environments is beneficial.
• Existing technical relationships within Tier 1 VARs are highly recommended.
• Experience working with cloud providers and virtual environments including VMware, Hyper-V, Nutanix, and Proxmox.
• Knowledge of storage technologies including SAN and NAS.
• Understanding of networking concepts including TCP/IP, DNS, bandwidth management, and firewalls.
• Strong presentation, written communication, verbal communication, negotiation, and relationship-building abilities.
• Ability to work effectively with stakeholders across different levels of management.
• Experience working for a SaaS company or demonstrable knowledge of SaaS practices.
• Strong understanding of enterprise server backup technologies.
• Knowledge of competing data protection platforms and services.
• Understanding of disaster recovery and recovery following ransomware incidents.
• Basic understanding of security principles.
• Ability to learn quickly and operate effectively as priorities change.
• Strong planning, prioritization, organization, and results-oriented working habits.

Cloud, Infrastructure & Technical Knowledge

• Practical experience administering VMware and Hyper-V environments.
• Experience with backup and restoration of file systems and databases.
• Exposure to AWS services including EC2, RDS, S3, IAM, and VPC.
• Exposure to Microsoft Azure services including Azure VM, Azure SQL, Azure File, and Azure Blob.
• Understanding of networking technologies and protocols including TCP/IP, VLAN, DNS, switches, firewalls, and routers.
• Knowledge of enterprise data protection, backup, disaster recovery, and ransomware recovery technologies.

Partner Enablement & Channel Leadership

A major part of this position is helping Druva’s partners build the technical knowledge and confidence required to lead with Druva solutions. You will develop technical business plans, conduct workshops and deep-dive demonstrations, and provide training that helps partners become increasingly self-sufficient.

You will also act as a technical bridge between partners and Druva’s internal teams, bringing market and customer feedback into Product Management, Engineering, Marketing, and Sales while helping partners understand new products, technologies, use cases, and best practices.

What Success Looks Like

Success in this position depends heavily on partner engagement, visibility, and activity. Druva expects the Senior Partner Sales Engineer to spend meaningful time working directly with its teams, partners, and distributors while helping expand the company’s UK&I channel.

During the first six months, the role is expected to become an important part of Druva’s UK&I growth plan, working closely with Partner Sales Managers, Sales teams, and other Sales Engineers.

You will own technical relationships with partners across the UK and have significant freedom in determining how those relationships are developed.

Travel Requirement

This position requires travel for at least 40% of the year based on business days. Candidates should be comfortable maintaining a visible presence with Druva’s partners, distributors, and internal teams as part of the company’s channel strategy.

About Druva

Druva provides a cloud-native SaaS resilience platform designed to help organizations protect and recover critical data and systems across cloud, SaaS, on-premises, endpoint, and edge environments.

The company states that its technology is trusted by nearly 7,500 customers, including 75 Fortune 500 companies. The Senior Partner Sales Engineer will help extend these capabilities through Druva’s strategic partner ecosystem across the UK&I market.