What are the responsibilities and job description for the Technical Sales Enablement Manager, Partners position at Druva?
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
The Sales Enablement Team drives the technical success of our global partner ecosystem. This role is the dedicated technical arm, ensuring partner Sales Engineers (SEs) and pre-sales teams have the advanced knowledge, lab environments, and formal certifications to independently position, deploy, and support Druva solutions. The team acts as the strategic link between Channel Sales, Product Management, and internal Technical Enablement.
Role Purpose & Impact
The Technical Sales Enablement Manager, Partners (IC) strategically owns and executes the global technical partner enablement program. The core purpose is to design a best-in-class technical curriculum (L1/L2 certifications, POC readiness, Homerun lab) to transform partner SEs into self-sufficient technical experts. The key impact is a significant increase in the partner-led POC win rate and a reduction in reliance on internal Druva SE resources.
What You’ll Do
Success is architecting a highly competent, high-performing partner network, which requires:
Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on.
If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.
What We Offer
The pay range for this position is expected to be between $123,000 and $172,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
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
The Sales Enablement Team drives the technical success of our global partner ecosystem. This role is the dedicated technical arm, ensuring partner Sales Engineers (SEs) and pre-sales teams have the advanced knowledge, lab environments, and formal certifications to independently position, deploy, and support Druva solutions. The team acts as the strategic link between Channel Sales, Product Management, and internal Technical Enablement.
Role Purpose & Impact
The Technical Sales Enablement Manager, Partners (IC) strategically owns and executes the global technical partner enablement program. The core purpose is to design a best-in-class technical curriculum (L1/L2 certifications, POC readiness, Homerun lab) to transform partner SEs into self-sufficient technical experts. The key impact is a significant increase in the partner-led POC win rate and a reduction in reliance on internal Druva SE resources.
What You’ll Do
- Own the strategy, design, and execution of the global technical partner enablement program with Channel Leadership
- Drive technical enablement for partner SEs and pre-sales teams: demo certification, POC readiness, and hands-on lab programs
- Design and deliver Partner Technical Certification L1 and L2 tracks to ensure partner SEs can independently demo and position Druva
- Build and maintain all partner-specific technical training content, including architecture guides, deployment scenarios, and competitive positioning
- Own the Homerun lab environment and structured demo scenario library to reduce reliance on Druva SE resources
- Lead coordination of partner enablement events, webinars, and continuous learning sessions
- Manage the Partner Portal's technical enablement content, ensuring accuracy and accessibility
- Define, track, and report on key technical metrics (e.g., demo certification rate, POC win rate, L1/L2 completion) to correlate with partner productivity
- Partner with internal Enablement leadership to align technical content and certification standards
- 5 years in Technical Enablement, Sales Engineering (SE), or Technical Training, including 2 years specifically in Partner/Channel SE enablement for enterprise SaaS/Cloud
- Deep technical expertise in Cloud Data Protection, Cyber Resilience, or related security/infrastructure solutions (e.g., AWS, Azure, VMware, Kubernetes)
- Proven experience designing and launching technical L1/L2 certification tracks for partner SEs
- Expertise in building and managing technical lab environments (e.g., Homerun, POC) and structured demo scenario libraries
- Skilled in creating high-quality technical pre-sales content, including architecture guides, deployment scenarios, and competitive technical battlecards
- Exceptional ability to translate complex technical concepts into clear, actionable training for highly technical audiences
- Results-oriented, highly organized self-starter who thrives in dynamic, high-growth environments
- Bachelor's degree in Computer Science, Engineering, or equivalent practical experience
Success is architecting a highly competent, high-performing partner network, which requires:
- Measurably increasing Partner SE demo certification rate and Technical L1/L2 completion year-over-year
- Establishing a clear correlation between enablement and increased partner-led POC win rate and overall bookings
- Achieving SE dependency reduction by maximizing independent partner use of the Homerun lab and demo library
- Maintaining 100% currency of all core technical training materials
- Driving high partner satisfaction and adoption of enablement programs
Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on.
If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva.
What We Offer
The pay range for this position is expected to be between $123,000 and $172,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
Salary : $123,000 - $172,333