Senior Vice President, Global Partners & Alliances

Responsibilities

• Partner Strategy & Ecosystem Architecture
• Define and own Druva's global partner strategy, including segmentation and tiering across VARs, MSPs, (AWS, Microsoft), and OEM
• Establish Druva's partner vision, multi-year roadmap, and investment priorities aligned to overall company growth objectives.
• Drive marketplace growth strategies across AWS Marketplace, Microsoft Azure Marketplace, and ensure Druva maximizes marketplace influence
• Evaluate, recruit, and onboard high-value net-new partners in alignment with whitespace priorities and vertical market strategies.
• Drive a focused GTM motion in alignment with sales ICP goals
• Revenue Ownership & Performance Management
• Own and deliver against partner-sourced and partner-influenced ARR targets, with clear accountability for pipeline generation and closed revenue through the ecosystem.
• EManage to KPIs, to measure partner health, productivity, and revenue contribution at both the individual-partner and portfolio levels.
• Work closely with the CRO and regional sales leaders to drive co-sell discipline, joint pipeline management, and deal acceleration through partners.
• Develop and manage channel conflict policies that protect partner economics and preserve trust across the ecosystem.
• Partner Programs & Enablement
• Design and continuously evolve Druva's partner program architecture, including tiering, certifications, incentive structures, MDF/co-op frameworks, and partner portal capabilities.
• Build best-in-class partner enablement - including sales training, technical certifications, and solution-selling playbooks - to drive partner-led pipeline generation.
• Partner with Product Marketing to develop partner-facing messaging, competitive positioning, and co-branded materials.
• Alliance Management & Executive Relationships
• Cultivate and maintain C-level and VP-level relationships with Druva's most strategic partners, including cloud providers, and MSP's
• Lead joint business planning, executive alignment meetings, and annual partner summits with Druva's top-tier alliance partners.
• Represent Druva at key industry events, partner conferences, and executive briefings.
• Be the consolidated Voice of the Partner back to Druva to help drive continuous improvement
• Team Leadership & Organizational Development
• Build, lead, and develop a high-performing global partner and alliances team, including Partner Development Managers, Alliance Managers, Partner Marketing, and Channel Operations.
• Evaluate the team structure, a geographic coverage model, and role segmentation to align with the partner ecosystem's maturity and growth stage.
• Foster a culture of accountability, partner obsession, and continuous improvement within the global partnerships organization.
• Cross-Functional Collaboration
• Serve as the primary executive bridge between the partner ecosystem and Druva's internal GTM, Product, and Customer Success teams to ensure partners are embedded in the full customer lifecycle.
• Collaborate with Finance and RevOps to ensure channe

Benefits

Additional Information

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 every day 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 . Druva is seeking a Senior Vice President, Global Partners & Alliances to lead and scale our worldwide partner ecosystem. This is a critical, executive-level role responsible for designing and executing Druva's global Partner Strategy across value-added resellers (VARs), managed service providers (MSPs), OEM Partners, and cloud marketplace partnerships. Role Purpose & Impact As a member of the senior GTM leadership team, the SVP will own the partner-sourced and partner-influenced revenue targets, build deep executive relationships with Druva's strategic partners, and architect the programs, enablement infrastructure, and incentive structures needed to make Druva the partner of choice in data security and resilience. This leader will work cross-functionally with Sales, Pre-Sales, Marketing, Enablement, and Finance to ensure the partner ecosystem is fully integrated into Druva's go-to-market motion.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at druva? Share your experience