Druva

Sales Operations Manager

• Own the strategy, design, and execution of the global technical partner enablement program with Channel Leadership
• Drive technical enablement for partner SEs and pre-sales teams: demo certification, POC readiness, and hands-on lab programs
• Design and deliver Partner Technical Certification L1 and L2 tracks to ensure partner SEs can independently demo and position Druva
• Build and maintain all partner-specific technical training content, including architecture guides, deployment scenarios, and competitive positioning
• Own the Homerun lab environment and structured demo scenario library to reduce reliance on Druva SE resources
• Lead coordination of partner enablement events, webinars, and continuous learning sessions
• Manage the Partner Portal's technical enablement content, ensuring accuracy and accessibility
• Define, track, and report on key technical metrics (e.g., demo certification rate, POC win rate, L1/L2 completion) to correlate with partner productivity
• Partner with internal Enablement leadership to align technical content and certification standards

Technical Sales Enablement Manager, Partners

Sales Development Rep

• New Logo Pipeline Generation: Proactively identify, reach out to, and qualify prospective customers who are not currently using Druva.
• Inbound Lead Management: Act as the first point of contact for inbound inquiries (webinars, whitepapers, demo requests). You will be responsible for qualifying leads across both Midcom (1,000–3,000 employees) and Large Enterprise segments with high precision, ensuring top-tier prospects are fast-tracked to the sales team.
• Segmented Outreach: Execute tailored sequences for Midcom (high velocity and solutions oriented) and LE (strategic/value-based) prospects.
• Discovery & Qualification: Conduct deep-dive discovery calls to understand a prospect's current data protection gaps and map them to the Druva Data Security Cloud.
• Strategic Partnering: Work closely with Account Executives (AEs) to build "territory attack plans" and schedule high-quality meetings/demos.
• Multi-Channel Hunting: Use Outreach, LinkedIn, and cold-calling to break into new accounts and bypass gatekeepers.
• CRM Integrity: Maintain 100% accuracy in Salesforce.com, ensuring lead stages and activity notes are updated in real-time.

Technical Sales Enablement Manager, Partners

Senior Sales Development Representative – Enterprise