Senior Channel Sales Engineer, West Region

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 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 va