Senior Dell Regional Alliance Manager

Druva; Boston (MA); On-site; USD 248,000 - 330,667; Full time

Benefits offered by this job

Health and wellness benefits

401(k) retirement plan

Life and disability insurance

Job summary

Druva is seeking a Senior Dell Alliance Manager to lead regional engagement with its largest OEM partner and drive joint bookings. The role requires hands-on orchestration of strategic Sell Through/With initiatives, forecasting, and GTM alignment with the Dell team.

Ideal candidates have 5–10+ years in alliances or partnerships at a tech company, with deep knowledge of data protection, SaaS products, and AWS/Dell ecosystems.

Qualifications

• 5-10+ years of relevant professional experience in business development/alliances or partners sales at a leading high-tech company.
• Demonstrable knowledge of data protection/data management applications, market, and processes.
• Demonstrable knowledge of SaaS (Cloud Software) products and business models.

Responsibilities

• Manage regional execution of Druva’s engagement with its largest OEM alliance partner.
• Support achievement of mutual bookings objectives with the partnership.
• Build and develop meaningful selling and business development relationships in the region.

Skills

Business development

Alliances

Partners sales

SaaS

Data protection

Data management

Dell ecosystem

Tools

Dell OEM programs

AWS Marketplace

Job description

About Druva

You won’t just join a company at Druva, you’ll 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 everyday through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results.

Visit druva.com and follow us on LinkedIn, X and Facebook.

About the Team

The Senior Dell Alliance Manager reports to the Head of Dell Alliance and leads regional Dell engagement with one of Druva’s most strategic alliance partners. The ideal candidate will have a successful track record of work as an ISV Business Development Leader and experience with OEMs and / or major Infrastructure vendors. The ideal candidate should be an expert in the operational execution of a Strategic Sell Through / Sell With partnership including building strategic relationships, order management, competitive positioning, building awareness of Druva’s OEM within the Dell partnership, and other GTM activities needed to ensure joint success. In addition, the candidate must be hands-on in development and execution of the key processes that create new bookings opportunities.

Your Responsibilities Include, But Are Not Limited To:

• Manage the regional execution of Druva’s engagement with its largest and most strategic OEM alliance partner.
• Support the achievement / over-achievement of mutual bookings objectives associated with the partnership based on Quarterly Performance to an annual target;
• Build and develop meaningful selling and business development relationships within the region resulting in a strong and active partnership;
• Accurate forecasting and pipeline management of all business that flows through the partner within the region within each segment of the partner’s salesforce.
• Program manage and ensure that all regional aspects of the OEM partnership are planned, implemented, and well-executed.

In this Role, the Successful Manager:

• Provides effective sales positioning training, programs and incentives training, and continuous development of the Dell GTM team.
• Develops and execute on a business plan in coordination with the Vice President of the Dell Alliance.
• Completes clear and timely reporting on the status of the partnership within the region and any necessary cross-functional action necessary to improve partnership performance; and
• Creates awareness and interest for Druva’s product offerings across the partner’s sales teams, while maintaining a keen understanding of the partner’s business and how Druva’s alignment to that business – where BOTH parties will achieve commercial benefit.

Performance Metrics:

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:

• 5-10+ years of relevant professional experience in one of the following disciplines: business development/alliances, partners 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.
• Track record of exceptional performance at past roles. Success selling complex solutions through partnerships.

The Ideal Candidate For This Role Also Has:

• Excellent organizational cadences in order to manage time to outcomes and needs for reporting.
• 3+ years of experience working with, or within, the Dell CORE, Datacenter and /or DPS Sales Organization.
• Experience with AWS programs and AWS Marketplace.
• Experience representing partnerships to partner trade and vendor conferences.
• 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.
• Can work effectively as both an individual contributor and leader.

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

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.

What We Offer

The pay range for this position is expected to be between $248,000.00 - $330,667.00/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.

Data Privacy Notice for Job Candidates:

For information on personal data processing, please see our Druva Privacy Policy

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 [e-mail]

EEO IS THE LAW

NOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS