Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today’s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn, X and Facebook.

The Role & The Team:

Druva launched a new MSP Program in 2021 that transforms how MSPs go to market, increasing sales velocity, reducing time to activate customers, improving margins and cash flow. The success of this program has fueled the need to expand the MSP team.

What You Will Do:

You will be part of the fast-growing team for Druva’s MSP Partner Vertical. Working for the RVP of MSP Sales, you will be responsible for 

• Onboarding and enabling new MSPs to drive consumption from Service Offerings based on Druva products
• Managing the relationship with existing MSPs to continue consumption growth
• Working with Druva’s Customer Success team to retain MSPs and ensure contract renewals are successful
• Supporting the RVP of MSP Sales during the latter stage sales process to articulate the onboarding process as an MSP Consultant

You will be a part of the International MSP organization and will work closely with the RVP of MSP Sales, the existing MSP Consultant, the MSP Sales Engineer and Customer Success.

This is an exciting opportunity as Druva SaaS Data Protection is an incredibly attractive and interesting proposition for MSPs. Druva provides rapid Time to Revenue, immediate margins, and incredibly efficient multi-tenant management, which ultimately will drive service delivery excellence. You will be a part of this transformation for these MSPs, tired of the old legacy methodologies for Service Delivery.

• Consults to Service Providers and runs workshops to:
• Assist with clear go-to-market strategy for services they deliver based on Druva’s products
• Assist with accurate commercial modeling
• Assist the build out of service offering(s) tailored to their business requirements and target markets
• Work with the Service Provider customer to mature their approach to product / service management
• Assist to leverage the Global MSP Partner Team resources and templates to streamline service development process
• Ensures a clear Service Definition exists prior to a Service Architecture / Design phase commencing
• Support the Global MSP Partner Team on developing and improving:
• Sales engagement processes
• Service Provider business success enablement level materials
• Service Provider Maturity matrix
• Service Provider Value to Druva - Strategic & Financial
• Master Catalog / Service definition supporting tools
• Service Provider Sales Training program
• Cost models and competitive differentiation of the Druva MSP Platform
• Customer facing service descriptions
• Assist MSP Team SEs with building customized service demonstrations – Proof of Concept
• Support large Service Provider Sales & Services Engagements
• Collaborate with the Druva product teams on future concepts / features to improve product fit/positioning with services providers
• Represent Druva at service provider industry conferences & events

Performance Metrics

• Quarterly growth targets for overall MSP consumption in the International theater
• Quarterly targets for new net MSP logo acquisition
• Completes business plans plans that meet company standards
• Completes required training and development objectives within the assigned time frame

What We Are Looking For:

• Ideally has worked for an MSP in the past and can demonstrate a detailed understanding of their business model
• Demonstrate success within a fast moving, agile company environment
• Excellent understanding of service transition and service delivery
• Experience of onboarding a vendor into an MSP
• Excellent organizational skills and strong technical acumen
• Backup experience is a requirement, security experience is a strong plus
• 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, look for new opportunities & ways to increase value of partnership
• Successful experience driving value disruptive change within MSPs
• Scalable with more responsibilities as the company grows

The pay range for this position is expected to be between $227,000 and $303,000/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.