Remote opportunity at
DruvaChannel Business Manager - Softcat
This full-time Channel Business Manager post at Druva is remote and focuses on the company's UK partnership with Softcat. The role carries end-to-end responsibility for the…
Career Tools
About This Role
This full-time Channel Business Manager post at Druva is remote and focuses on the company's UK partnership with Softcat. The role carries end-to-end responsibility for the Softcat relationship, with the aim of expanding partner-sourced pipeline and revenue. Druva presents itself as a resilience platform for organisations adopting AI. Its Resilience Cloud service, a managed, cloud-based software offering, supplies air-gapped and tamper-proof protection across cloud and SaaS estates, on-premises systems, endpoints…
Job Description
This full-time Channel Business Manager post at Druva is remote and focuses on the company's UK partnership with Softcat. The role carries end-to-end responsibility for the Softcat relationship, with the aim of expanding partner-sourced pipeline and revenue.
Druva presents itself as a resilience platform for organisations adopting AI. Its Resilience Cloud service, a managed, cloud-based software offering, supplies air-gapped and tamper-proof protection across cloud and SaaS estates, on-premises systems, endpoints and edge sites. It says close to 7,500 customers rely on it, among them 75 of the Fortune 500.
Much of the work involves promoting Druva's products, equipping Softcat's sales staff, and finding high-value deals together with them. The manager also plans demand-generation campaigns alongside Druva's marketing and sales groups to feed corporate and enterprise pipelines, develops joint solution plans, and coordinates joint selling by regional distributors, partner account staff and Druva's sales representatives.
Results are judged on partner-sourced bookings against yearly targets, the clear carrying-out of the partner strategy, teamwork across functions, and satisfaction scores from partners, distributors and alliance members. The post calls for three to five or more years directly managing the Softcat ecosystem and at least three years in SaaS channel vendor roles.
Responsibilities
- Plan and carry out a partner approach for Softcat that makes a real difference to results
- Draft joint business plans with the broader channel group to lift revenue and visibility
- Monitor pipeline, bookings and core metrics against quota
- Agree shared KPIs, financial goals and milestones with Softcat
- Form trusted working relationships with leaders across the Softcat organisation
- Co-create solution approaches to end-user problems, coordinating teams at both Druva and Softcat
- Encourage uptake of Druva certifications and partner programmes, and run periodic programme reviews
- Help regional distributors, partner account staff and Druva sales reps sell together
- Run demand-generation campaigns that support corporate and enterprise pipelines with marketing and sales colleagues
Requirements
- Three to five-plus years of direct experience running the Softcat relationship
- At least three years in SaaS channel vendor work
- Solid operational routine and a history of hitting goals on time
- Strong communication and relationship skills with sales, marketing, product, delivery and senior leadership
- Growth-focused strategic thinker with business development and partnership expertise
- Competitive drive and a constant search for new ways to create mutual gains
- Can grow capacity efficiently and absorb changing volumes of work at speed
- Established relationships with direct and indirect UK channel partners
Qualifications
- Background in presenting partner programmes at client meetings, analyst briefings, trade fairs and vendor gatherings
- Practical grounding in cloud, SaaS, data protection, virtualisation and storage technologies
Core Skills
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is the role remote?
Yes. The job's location is listed as remote.
What is the employment type?
This is a full-time position.
What experience is required?
The posting asks for three to five-plus years of hands-on Softcat account management, plus at least three years in SaaS channel roles.
How is success measured?
Success is measured by partner-sourced bookings against annual goals, and by partner, distributor and alliance satisfaction with Druva's value and collaboration.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.