Dell Alliance Sales Specialist

About Druva

You wont just join a company at Druva youll 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.

Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner Magic Quadrant for Backup and Data Protection Platforms a Leader in the 2025 IDC MarketScape for Cyber-Recovery and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better customers validate that leadership every day through strong Gartner Peer Insights ratings standout Net Promoter Scores (NPS) and top willingness-to-recommend results.

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The Role & The Team:

The Dell Alliance Sales Specialist reports to the Global Dell Alliance Leader and leads Druvas Medium Business engagement with Druvas strategic OEM partner for your territory. The ideal candidate has a successful track record of work as a software seller and experience with OEMs and / or SaaS-based product sales through third parties. The ideal candidate is a seller with strong technical acumen in the operational execution of a Strategic Sell Thru / Sell With partnership including building strategic relationships opportunity qualification competitive positioning providing demonstrations of the platform building awareness of Druva within the partner and other GTM activities needed to ensure joint success of the addition the candidate must be hands on in development and execution of the key processes that create new bookings opportunities.

What You Will Do:

You are responsible to drive net new logos & cross-sells through the OEM partners customer accounts with specialized knowledge specific to SaaS and cloud like Microsoft 365 and AWS etc.. This is achieved through effective strategic planning qualifying prospects/customers demonstrations of the platform using business development techniques with the OEM sales teams. Our Product Sales Specialist role(s) is/are based out of Round Rock/Austin this role you will work with Dell and Druva field seller daily often in Dell facilities.

• Continuously position the Druva OEM to Dell field teams / mid market sellers as the best possible product to meet their customer / customer prospect data protection needs
• Work with both Dell field and Dell Channel teams to differentiate and demonstrate the value proposition of the Druva Dell OEM product platform
• Evangelize the compelling differentiation of the Dell OEM product platform to Dell field sales personnel who may not understand the value of a SaaS-based platform
• Coordinate where necessary co-sales activity between Druva field sellers and Dell (and Dell Channel) sellers for new customer acquisition
• Build a territory plan with the respective account teams to identify areas to expand the account with new customers cross-sells and multi-product adoption based on propensity.
• Break into new lines of business groups within the defined Medium Business division.
• Map Druvas OEM solutions to Dells unique business and technical requirements to ensure strategic long-term value
• Coordinate with Druva field sellers where relevant to manage sales funnel activity associated with your territorys activity
• Generate results; consistent reliable performance with 100% minimum attainment expected
• Partnering with the Dell Medium Business teams to drive business for Druva OEM and the partner community.
• Arranging and driving business reviews demonstrations unsolicited proposals etc. to drive customer engagement.
• Be the expert as a Product Specialist.

What We Are Looking For:

• 2 years experience as an Account Executive/Account Manager where you have exceeded your sales plan each year and can document the success
• Existing or previous Dell experience is a highly recommended
• Deep understanding of any of the following is a must: SaaS solution selling Data Security Cloud/Datacenter Backup and/ or CyberSecurity.
• Has the passion to wear multiple hats driving both the sales qualification and demos of the service allowing for additional career growth in management.
• Ideally bring high volume mid market sales or technical experience in the IT industry
• Demonstrable track record of achieving sales targets
• Ability to drive IT management-level prospecting engagements
• Ideally come from the Storage/Data Management world and understand Enterprise Backup Technologies.
• Continuous learner and student of the game - you want to constantly get better
• Ability to understand the bigger picture and the business drivers around IT
• You strive for greatness and push yourself
• Bachelors Degree or equivalent

What success looks like in this role:

• Achieving and exceeding PowerProtect Backup Services Sales Goals by engaging Dell Core ISRs TSRs iDCSEs & iSRPs and their leadership in the Hopkinton/Nashville offices.
• Identifying & developing a plan to deliver PowerProtect Backup Services enablement through programs activities and promotions.
• Identifying key resources within Dell and Druva to help drive and support both net new business and renewals
• Have an operational sound process to assist in improving the way we do business with Dell.

Why Youll Love Working Here

Innovation is how we operate not a side project. Youll 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 youre looking for high-ownership work visible impact and a culture that values innovation collaboration accountability and growthwhere youll be trusted to lead and empowered to buildyoull thrive at Druva.

What We Offer

The pay range for this position is expected to be between $133000.00 - $177667.00/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.

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Druva is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race color creed religion sex sexual orientation national origin or nationality ancestry age disability gender identity or expression marital status veteran status or any other category protected by law.

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