Senior Partner Sales Engineer, SHI at Druva

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. About the Team This role sits on a highly collaborative, performance-driven Channel account team supporting Druva’s Strategic partner, SHI, in North America. The Druva Channel team is focused on enabling SHI to modernize data protection and cyber resiliency for their customers with Druva’s 100% SaaS platform. You will collaborate with the Druva SHI National Partner team as a dedicated Systems Engineer to drive deep discovery, strong partner engagement, and a consultative sales motion across the full lifecycle. This is a high-impact role for someone who thrives on strategic partner ownership, values teamwork, and enjoys building durable channel partner relationships while driving new growth. Role Purpose & Impact We are seeking an experienced Sales Engineer to amplify Druva’s strategic capabilities and support Druva’s Channel growth trajectory within SHI across North America. You will be a critical role to your Partner Sales team, collaborating with cross-functional teams to drive strategy, execution, and process excellence. You will work alongside your Partner Sales team to develop technical business plans within SHI to grow their practice, conduct technical workshops, "lunch and learns," and deep-dive demo sessions to ensure SHI is self-sufficient. The Channel SE is expected to help SHI 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 • Build and manage the technical relationships within SHI to help drive incremental revenue. • Assist SHI 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 SHI sales process to ensure mutual success • Lead technical discussions 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 SHI how to implement specific use cases or best practices for new technologies • 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) • Existing technical relationships within SHI (highly recommended) • 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 organize 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 principles • 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 SHI on the value of Druva. • Consistent education of SHI on new Druva product launches and GTM activities. • Drive collaboration between Channel Partners sellers and Druva sellers • Drive net new logo business with SHI • 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 SHIgo-to-market activities and product enhancements. Requirements • Strong knowledge of enterprise data protection and cyber resilience technologies • 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 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. What We Offer The pay range for this position is expected to be between $176,000.00 - $235,333.00/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.