Regional Vice President, Alliances

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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About the Team

The Regional Vice President, Alliances reports to the Chief Commercial & Partner Operations Officer and serves as an executive leader responsible for driving regional revenue growth, strategic positioning, and executive-level alignment with one of Druva’s most strategic alliance partners. The ideal candidate will have a proven track record of executive alliance leadership, business development, and co-selling strategy within major OEM and infrastructure ecosystems. This leader will drive overall go-to-market (GTM) execution, oversee senior stakeholder alignment, lead joint governance, and spearhead high-impact pipeline generation initiatives across the region.

Your Responsibilities Include, But Are Not Limited To:

• Drive executive strategy and regional leadership for Druva’s high-value engagement with its premier OEM alliance partner.
• Own and exceed annual and quarterly regional bookings, revenue targets, and joint growth goals associated with the partnership.
• Cultivate executive-level relationships with partner sales leadership, regional VPs, and key business stakeholders to expand joint influence.
• Lead executive pipeline management, accurate forecasting, and GTM strategy across all regional segments of the partner’s sales organization.
• Provide executive oversight and program direction to ensure strategic OEM partnership programs are seamlessly integrated and executed.

In this Role, the successful leader:

• Champions executive positioning, strategic sales enablement, and incentive programs to maximize partner GTM alignment.
• Formulates and executes multi-year strategic business plans in direct alignment with executive leadership and partner executives.
• Delivers C-level governance, executive reporting, and cross-functional leadership to accelerate alliance performance and resolve operational friction.
• Drives executive mindshare and strategic differentiation for Druva’s solutions, ensuring deep alignment with the partner’s commercial and strategic priorities.

Druva has a performance-driven culture driven by the ‘What’ and the ‘How’, all with the purpose of driving action toward impactful results for our customers, partners, investors, and ourselves – the ‘Win’. The core metrics this role will be incentivized and measured by are:

• How: Cross functional  collaboration to effectively and efficiently execute the partner strategy
• Win: Attainment of QTRLY Bookings Objectives
• What: QTRLY MBOs associated with your active onboarding and contribution to the How during your first 90 days with Druva.

For Consideration for This Role the Successful Candidate Must Have:

• 10-15+ years of progressive leadership experience in enterprise alliances, OEM business development, or strategic partner sales at a leading high-tech company;
• Demonstrable strong knowledge of data protection / data management applications, market,  and processes;
• Demonstrable strong knowledge of SaaS (Cloud Software) products and business models; and
• Demonstrated success leading complex executive negotiations and managing large-scale GTM alliances.

• Excellent organizational cadences in order to manage time to outcomes and needs for reporting;
• 5+ years of leadership experience driving strategic initiatives with or within Dell CORE, Datacenter, and/or DPS executive organizations;
• Experience with AWS programs and AWS Marketplace;
• Proven track record representing strategic partnerships at executive keynotes and industry conferences; and
• Contacts and relationships with Druva’s named technology partners!

The Soft Skills Here are Critical To your Success in this Role:

• Aptitude to think strategically and translate strategy into actionable and measurable tactics and objectives;
• Ability to influence and build consensus with people across all levels and functions with a sense of urgency;
• Crisp and effective communication skills, including significant experience presenting to senior executives; and
• Strong executive presence with the ability to lead, inspire, and drive accountability across matrixed leadership teams.

This position does require regional overnight travel, and some national travel, when possible.  Travel less than 50%.

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.

The pay range for this position is expected to be between $348,000 and $464,000/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. 

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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.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected]

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