About Druva
Druva is the resilience foundation for the AI enterprise, helping organizations secure and recover from connected risk across data, cyber, identity, and AI. The Resilience Cloud is a fully managed, cloud-native SaaS platform that delivers air-gapped and immutable protection across cloud, SaaS, on-premises, endpoint, and edge environments. Powered by Dru MetaGraph, Druva’s graph-powered intelligence layer, the platform connects critical business context so customers can understand risk, respond faster, recover cleanly, and govern data with greater confidence.
Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva helps safeguard the critical information and systems businesses depend on in an increasingly connected world.
Visit druva.com and follow us on LinkedIn, X and Facebook.
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
- 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)
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.
