Channel Business Manager - Softcat

Overview

Druva is seeking a Channel Business Manager to lead and grow the UK partnership with Softcat, owning the end-to-end relationship and driving partner-sourced pipeline and revenue.

What you'll do

• Develop, implement and execute a high impact partner strategy for Softcat.
• Collaborate with the broader Channel team to create joint business plans that capture mindshare and accelerate revenue performance.
• Track sales pipelines, bookings and key performance metrics against quota to hit volume and strategic growth targets.
• Define mutual KPIs, financial targets and execution milestones to keep both organizations aligned.
• Build strong, trust based relationships across all levels of the Softcat organization.
• Co-develop solution strategies that address key end-user challenges, coordinating cross-functional teams across Druva and Softcat.
• Drive engagement with Druva certifications, partner programs and regular program performance reviews.
• Facilitate seamless co-selling between local distributors, partner account teams and Druva sales reps.
• Run targeted demand generation campaigns with Druva's marketing and sales organizations to power corporate and enterprise pipelines.

What you'll need

• 3–5+ years of experience directly managing the Softcat ecosystem.
• 3+ years of SaaS channel vendor experience.
• Proven operational cadence with a track record of managing time to clear outcomes.
• Experience representing key partnerships to prospects, industry analysts, trade shows and vendor events.
• Established network and relationships across direct and indirect channel partners in the UK.
• Expertise in cloud, SaaS, data protection, enterprise virtualization and data storage.
• Exceptional communication and relationship skills across sales, marketing, product, service delivery and executive leadership.
• Strategic and growth mindset, highly skilled in business development, opportunity generation and maximizing alliance potential.
• Drive to win: proactive, competitive and constantly seeking new avenues to unlock mutual value.
• Agility and adaptability to scale efficiently and manage evolving workloads in a fast-paced environment.

Details

• Location: Remote, UK.
• Performance is measured by achievement of partner sourced bookings against annual goals, clear execution of strategic plans, seamless cross-functional collaboration, and high partner, distributor and alliance satisfaction ratings.