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.
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The Role & The Team
Druva is seeking a high impact Channel Business Manager to lead and elevate our high growth UK partnership with Softcat. In this role, you will own the end-to-end Softcat relationship, driving partner-sourced pipeline generation and revenue growth. You’ll spend your time championing Druva's offerings, enabling Softcat sales teams, and co-uncovering high value opportunities. Working closely with Druva’s marketing and sales organizations, you will run targeted demand generation campaigns that power our corporate and enterprise sales pipelines.
Your deep expertise in cloud, SaaS, data protection, enterprise virtualization, and data storage will enable you to articulate a compelling value proposition that accelerates mutual growth for both Druva and Softcat.
What You Will Be Doing
- Drive Strategic Alignment: Develop, implement, and execute a high impact partner strategy for Softcat.
- Build & Scale Business Plans: Collaborate with the broader Channel team to create joint business plans that capture mindshare and accelerate revenue performance.
- Deliver Results: Track sales pipelines, bookings, and key performance metrics against quota to hit targets for volume and strategic growth.
- Lead Joint Partner Planning: Define mutual KPIs, financial targets, and execution milestones to keep both organizations aligned and moving forward.
- Own Executive & Operational Relationships: Build strong, trust based connections across all levels of the Softcat organization.
- Enable End-to-End Solutions: Co-develop solution strategies that address key end-user challenges while coordinating cross-functional teams across Druva and Softcat.
- Promote Program Adoption: Drive engagement with Druva certifications, partner programs, and regular program performance reviews.
- Foster Regional Collaboration: Facilitate seamless co-selling between local distributors, partner account teams, and Druva sales reps.
Performance Metrics
Druva operates a high-performing culture focused on equal parts execution and engagement:
- What: Achievement of partner sourced bookings targets against annual goals.
- What: Clear execution of strategic plans structured around partner performance, market segmentation, and solutions.
- How: Seamless cross-functional collaboration to deliver strategy efficiently.
- How: High partner, distributor, and alliance satisfaction ratings regarding Druva’s value and collaboration.
What You Bring
- Exceptional Communication & Relationship Skills: Proven ability to build authentic, impactful relationships across sales, marketing, product, service delivery, and executive leadership.
- Strategic & Growth Mindset: Highly skilled in business development, opportunity generation, and maximizing alliance potential.
- Drive to Win: Proactive, competitive, and constantly seeking new avenues to unlock mutual value.
- Agility & Adaptability: Ability to scale efficiently and manage evolving workloads in a fast-paced environment.
Qualifications & Experience
- 3–5+ years of experience directly managing the Softcat ecosystem.
- 3+ years of SaaS channel vendor experience.
- Proven operational cadence with a track record of managing time to clear outcomes.
- Experience representing key partnerships to prospects, industry analysts, trade shows, and vendor events.
- Established network and relationships across direct and indirect channel partners in the UK.
Skills Required
- 3-5+ years of experience directly managing the Softcat ecosystem
- 3+ years of SaaS channel vendor experience
- Proven operational cadence with a track record of managing time to clear outcomes
- Experience representing key partnerships to prospects, industry analysts, trade shows, and vendor events
- Established network and relationships across direct and indirect channel partners in the UK
- Exceptional communication and relationship-building skills across sales, marketing, product, service delivery, and executive leadership
- Strategic and growth mindset with business development and opportunity-generation experience
- Proactive, competitive approach to unlocking mutual partner value
- Ability to adapt and manage evolving workloads in a fast-paced environment
Druva Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Druva and has not been reviewed or approved by Druva.
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Healthcare Strength — Health coverage is described as comprehensive in the U.S., with medical, dental/vision, mental-health programs, and an Employee Assistance Program. Day-one eligibility is cited, and feedback suggests healthcare is a strong part of the package.
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Leave & Time Off Breadth — Time off is framed around a flexible Rest & Re‑Energize approach, with multiple mentions of open/unlimited PTO and paid holidays. Feedback suggests employees value the flexibility and immediate access to leave.
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Parental & Family Support — Parental and family benefits include paid maternity, paternity, adoption, and family medical leave. Coverage extends to family-building support such as fertility and adoption expense funding, which feedback suggests is a differentiator.
Druva Insights
What We Do
Druva delivers data protection and management for the cloud era. Druva Cloud Platform is built on AWS and offered as-a-Service; customers drive down costs by over 50 percent by freeing themselves from the burden of unnecessary hardware, capacity planning, and software management.
Why Work With Us
We are the leader in cloud data protection and cloud is the way of the future! With over $300M in funding and our Pre-IPO status, it is the perfect time to jump on board. Two of our company values are "challenger mentality" and "one team". We truly believe in the impact we can make together and we are not afraid to push the status quo.
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