Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected 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 focused on enabling Channel Partners in our North America West region to modernize data protection and cyber resiliency for their customers with Druva’s 100% SaaS platform. You will collaborate with 2 Partner Sales Managers as a dedicated Systems Engineer to drive deep discovery, strong partner engagement, and a consultative sales motion across the full lifecycle, from account prospecting through expansion. This is a high-impact role for someone who thrives on territory ownership, values teamwork, and enjoys building durable customer relationships while driving new growth.
Role Purpose & Impact
We are seeking an experienced Sales Engineer to amplify our Channel Partner capabilities and support Druva’s Channel growth trajectory. You will be a critical role to your Partner Sales Managers (PSMs), collaborating with cross-functional teams to drive strategy, execution, and process excellence. You will work alongside your PSMs to identify high-potential partners and develop technical business plans to grow their practice, conduct technical workshops, "lunch and learns," and deep-dive demo sessions to ensure Channel partner teams 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
Drive incremental revenue through increased Druva revenue through a range of strategic partnerships
Build and manage the technical relationships with Druva Partners, branches, and teams
Assist partners with prospects and customers interested in adopting the Druva products
Promote selling of Druva based on value propositions, competitive differentiators, and advantages
Provide oversight, guidance, and assistance during the partners sales process to ensure mutual success
Lead technical discussions with partners 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
Prepare partner demos and proof of concepts to demonstrate various use cases for Druva’s Platform
Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and Sales
What Makes You a Great Fit
7+ 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)
Experience with Identity Providers (Entra ID, Active Directory, Okta), SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper‑V, Nutanix, Proxmox), Storage Technologies (SAN/NAS)
Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure.
Fast Learner in a dynamic environment with changing priorities
Results‑oriented with the ability to prioritize activities, plan and organization 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 principals
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 25% of the year (business days)
What Success Looks Like in the Senior Channel Sales Engineer Role
Consistent enablement of all Focus Channel Partners in the West territory on the value of Druva.
Consistent education of Channel Partners on new Druva product launches and GTM activities.
Drive collaboration between Channel Partners sellers and Druva sellers
Drive net new logo business with Channel Partners
Drive expansion and upsell of Druva services within the partner’s existing Druva install base (upsell / cross‑sell)
Drive Partner Sales and Technical Certifications.
Provide Druva Partner Marketing and Product teams feedback on Channel partner go to market activities and product enhancements.
Requirements
Strong knowledge of enterprise data protection and cyber resilience technologies
Can demonstrate thought process in onboarding MSP partners
Knowledge and practical experience with SaaS applications such as M365, Google Workspace or Salesforce
Knowledge and practical experience with one or all of the following VMware, Hyper‑V, Proxmox and Nutanix AHV administration
Data protection knowledge and understanding of File, NAS, MSSQL and Oracle environments
Exposure to AWS or Azure cloud native services.
Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers
Eligible to travel to Canada and Mexico if required.
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.
The pay range for this position is expected to be between
$176,000 - $235,333 (US2) or
$196,000.00 - $261,333.00 (US1) ; 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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About the Team This role sits on a highly collaborative, performance-driven Channel account team focused on enabling Channel Partners in our North America West region to modernize data protection and cyber resiliency for their customers with Druva’s 100% SaaS platform. You will collaborate with 2 Partner Sales Managers as a dedicated Systems Engineer to drive deep discovery, strong partner engagement, and a consultative sales motion across the full lifecycle, from account prospecting through expansion. This is a high-impact role for someone who thrives on territory ownership, values teamwork, and enjoys building durable customer relationships while driving new growth.
Role Purpose & Impact
We are seeking an experienced Sales Engineer to amplify our Channel Partner capabilities and support Druva’s Channel growth trajectory. You will be a critical role to your Partner Sales Managers (PSMs), collaborating with cross-functional teams to drive strategy, execution, and process excellence. You will work alongside your PSMs to identify high-potential partners and develop technical business plans to grow their practice, conduct technical workshops, "lunch and learns," and deep-dive demo sessions to ensure Channel partner teams 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
Drive incremental revenue through increased Druva revenue through a range of strategic partnerships
Build and manage the technical relationships with Druva Partners, branches, and teams
Assist partners with prospects and customers interested in adopting the Druva products
Promote selling of Druva based on value propositions, competitive differentiators, and advantages
Provide oversight, guidance, and assistance during the partners sales process to ensure mutual success
Lead technical discussions with partners 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
Prepare partner demos and proof of concepts to demonstrate various use cases for Druva’s Platform
Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing and Sales
What Makes You a Great Fit
7+ 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)
Experience with Identity Providers (Entra ID, Active Directory, Okta), SSO Tools, SCCM/Casper Deployment tools, Virtual environments (VMWare, Hyper‑V, Nutanix, Proxmox), Storage Technologies (SAN/NAS)
Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure.
Fast Learner in a dynamic environment with changing priorities
Results‑oriented with the ability to prioritize activities, plan and organization 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 principals
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 25% of the year (business days)
What Success Looks Like in the Senior Channel Sales Engineer Role
Consistent enablement of all Focus Channel Partners in the West territory on the value of Druva.
Consistent education of Channel Partners on new Druva product launches and GTM activities.
Drive collaboration between Channel Partners sellers and Druva sellers
Drive net new logo business with Channel Partners
Drive expansion and upsell of Druva services within the partner’s existing Druva install base (upsell / cross‑sell)
Drive Partner Sales and Technical Certifications.
Provide Druva Partner Marketing and Product teams feedback on Channel partner go to market activities and product enhancements.
Requirements
Strong knowledge of enterprise data protection and cyber resilience technologies
Can demonstrate thought process in onboarding MSP partners
Knowledge and practical experience with SaaS applications such as M365, Google Workspace or Salesforce
Knowledge and practical experience with one or all of the following VMware, Hyper‑V, Proxmox and Nutanix AHV administration
Data protection knowledge and understanding of File, NAS, MSSQL and Oracle environments
Exposure to AWS or Azure cloud native services.
Understanding of Network Technologies and protocols – TCP/IP, VLAN, DNS, switches, firewalls, routers
Eligible to travel to Canada and Mexico if required.
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.
The pay range for this position is expected to be between
$176,000 - $235,333 (US2) or
$196,000.00 - $261,333.00 (US1) ; 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.
#J-18808-Ljbffr