At a glance
- Experience
- 3-5 years experience
- Workplace
- Remote
- Location
- Remote
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.
- Visit druva.com and follow us on LinkedIn, X and Facebook.
- 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.
About the role
- 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.
Responsibilities
- 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.
Requirements
- 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.
Workplace
- Remote
Skills
- SaaS
- Cloud
