Dell Alliance Sales Specialist

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 . The Role & The Team: The Dell Alliance Sales Specialist reports to the Global Dell Alliance Leader and leads Druva’s Medium Business engagement with Druva’s strategic OEM partner for your territory. The ideal candidate has a successful track record of work as a software seller and experience with OEMs and / or SaaS-based product sales through third parties. The ideal candidate is a seller with strong technical acumen in the operational execution of a Strategic Sell Thru / Sell With partnership including building strategic relationships, opportunity qualification, competitive positioning, providing demonstrations of the platform, building awareness of Druva within the partner, and other GTM activities needed to ensure joint success of the partnership. In addition, the candidate must be hands on in development and execution of the key processes that create new bookings opportunities. What You Will Do: You are responsible to drive net new logos & cross-sells through the OEM partner’s customer accounts with specialized knowledge specific to “SaaS” and “cloud” like Microsoft 365 and AWS etc.. This is achieved through effective strategic planning, qualifying prospects/customers, demonstrations of the platform using business development techniques with the OEM sales teams. Our Product Sales Specialist role(s) is/are based out of Round Rock/Austin, TX. In this role you will work with Dell and Druva field seller daily, often in Dell facilities. Continuously position the Druva OEM to Dell field teams / mid market sellers as the best possible product to meet their customer / customer prospect data protection needs Work with both Dell field and Dell Channel teams to differentiate and demonstrate the value proposition of the Druva Dell OEM product platform Evangelize the compelling differentiation of the Dell OEM product platform to Dell field sales personnel who may not understand the value of a SaaS-based platform Coordinate, where necessary, co-sales activity between Druva field sellers and Dell (and Dell Channel) sellers for new customer acquisition Build a territory plan with the respective account teams to identify areas to expand the account with new customers, cross-sells, and multi-product adoption based on propensity. Break into new lines of business groups within the defined Medium Business division. Map Druva’s OEM solutions to Dell’s unique business and technical requirements to ensure strategic long-term value Coordinate with Druva field sellers where relevant to manage sales funnel activity associated with your territory’s activity Generate results; consistent, reliable performance with 100% minimum attainment expected Partnering with the Dell Medium Business teams to drive business for Druva, OEM, and the partner community. Arranging and driving business reviews, demonstrations, unsolicited proposals etc. to drive customer engagement. Be the “expert” as a Product Specialist. What We Are Looking For: