Director, Channel Apj

Location: Singapore

Type of Employee: Full-time

**Role Summary**:

- Developing and managing the implementation of Druva’s partner strategy for APJ inclusive of recruiting, on boarding, and managing Druva’s Indirect Sales Partners in ANZ, Japan, India, and ASEAN markets;Developing and managing the Druva APJ Partner Sales organization, inclusive of recruitment, enablement, coordination, inspection, and termination, as you see necessary, to achieve Druva sales and market objectives;
- Track key performance indicators for Partner activity that drive your business in support of the Druva Selling field (registrations, conversions, accreditation, etc.);
- Working with your team to build business plans for your Partner Sellers to drive mindshare and growth of Druva’s Channel performance; and
- Track sales pipeline and bookings against quota and other metrics.

**Role Responsibilities**:

- Collaborates closely with theatre sales leaders in support of their objectives and their support of yours;
- Leads a team that meets assigned targets for sales volume and strategic objectives;
- Proactively leads joint partner planning - defining mutual KPIs, financial targets, milestones for achieving established goals;
- Coordination with Druva’s Distribution Partner(s) in identifying partner acquisition, performance targets, and ongoing operational cadences in coordination with Druva’s Distribution leadership;
- Coordination with Druva’s AWS and Dell alliance leadership in expanding routes to market through Druva Channels for OEM products and transactions via the AWS Marketplace;
- Leads partner selling solution development efforts which best address partner needs, while coordinating the involvement of all necessary Druva and partner personnel; and
- Drives adoption of Druva programs based on partner certifications, along with program inspection and refresh as needed.

**Performance Metrics**:
Druva is a performance oriented culture driven by the ‘What’ and the ‘How’. The core metrics this role will be incentivized and measured by are:

- What: Partner Sourced Bookings achievement compared to annual goals;
- What: Strategy plan with clear execution tactics for APJ Channels, broken down by partner performance, alignment with our segmentations, and solutions;
- How: Leadership of the APJ Channels organization including the cross-functional collaboration to execute the strategy effectively and efficiently; and
- How: Feedback from our Partners, Distributor(s), and Alliances regarding the value of partnership with Druva.

Have a strong ability to communicate Thrive in building relationships with a diverse range of personnel including business development, product management, marketing, service delivery, and senior management within Druva’s partner community. You are also
- Well-versed in business development tactics and planning;
- Motivated to win, setting the pace of the team, rather than following it;
- Always looking for new aligned opportunities and ways to increase the value of partnership; and
- Able to scale responsibly with workloads, as needed.
- 5+ years of progressive leadership experience in APJ channels;
- 3+ years of SaaS experience;
- Excellent organizational cadences in order to manage time to outcomes;
- Ability to travel within the APJ theatre up to 50%;
- A desire to win, ethically, and an intolerance for losing;
- Experience representing partnerships to prospects, analysts, at trade and vendor conferences; and
- Contacts and relationships with Druva’s Direct and Indirect Channel Partners