Channel Business Manager - Softcat

<p><strong>About Druva</strong></p>

<p>Druva is the resilience foundation for the AI enterprise, helping organizations secure and recover from connected risk across data, cyber, identity, and AI. The Resilience Cloud is a fully managed, cloud-native SaaS platform that delivers air-gapped and immutable protection across cloud, SaaS, on-premises, endpoint, and edge environments. Powered by Dru MetaGraph, Druva’s graph-powered intelligence layer, the platform connects critical business context so customers can understand risk, respond faster, recover cleanly, and govern data with greater confidence.<br><br>Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva helps safeguard the critical information and systems businesses depend on in an increasingly connected world.<strong><br></strong></p>

<p>Visit<a href="https://www.druva.com/"> druva.com</a> and follow us on <a href="https://www.linkedin.com/company/druva/mycompany/">LinkedIn</a>, <a href="https://twitter.com/druvainc">X</a> and <a href="https://www.facebook.com/DruvaInc/">Facebook</a>.</p>

<p><strong>The Role & The Team</strong></p>

<p>Druva is seeking a high impact Channel Business Manager to lead and elevate our high growth UK partnership with Softcat. In this role, you will own the end-to-end Softcat relationship, driving partner-sourced pipeline generation and revenue growth. You’ll spend your time championing Druva's offerings, enabling Softcat sales teams, and co-uncovering high value opportunities. Working closely with Druva’s marketing and sales organizations, you will run targeted demand generation campaigns that power our corporate and enterprise sales pipelines.</p>

<p>Your deep expertise in cloud, SaaS, data protection, enterprise virtualization, and data storage will enable you to articulate a compelling value proposition that accelerates mutual growth for both Druva and Softcat.</p>

<p><strong>What You Will Be Doing</strong></p>

<ul>

<li><strong>Drive Strategic Alignment:</strong> Develop, implement, and execute a high impact partner strategy for Softcat.</li>

<li><strong>Build & Scale Business Plans:</strong> Collaborate with the broader Channel team to create joint business plans that capture mindshare and accelerate revenue performance.</li>

<li><strong>Deliver Results:</strong> Track sales pipelines, bookings, and key performance metrics against quota to hit targets for volume and strategic growth.</li>

<li><strong>Lead Joint Partner Planning:</strong> Define mutual KPIs, financial targets, and execution milestones to keep both organizations aligned and moving forward.</li>

<li><strong>Own Executive & Operational Relationships:</strong> Build strong, trust based connections across all levels of the Softcat organization.</li>

<li><strong>Enable End-to-End Solutions:</strong> Co-develop solution strategies that address key end-user challenges while coordinating cross-functional teams across Druva and Softcat.</li>

<li><strong>Promote Program Adoption:</strong> Drive engagement with Druva certifications, partner programs, and regular program performance reviews.</li>

<li><strong>Foster Regional Collaboration:</strong> Facilitate seamless co-selling between local distributors, partner account teams, and Druva sales reps.</li>

</ul>

<p><strong>Performance Metrics</strong></p>

<p>Druva operates a high-performing culture focused on equal parts execution and engagement:</p>

<ul>

<li><strong>What:</strong> Achievement of partner sourced bookings targets against annual goals.</li>

<li><strong>What:</strong> Clear execution of strategic plans structured around partner performance, market segmentation, and solutions.</li>

<li><strong>How:</strong> Seamless cross-functional collaboration to deliver strategy efficiently.</li>

<li><strong>How:</strong> High partner, distributor, and alliance satisfaction ratings regarding Druva’s value and collaboration.</li>

</ul>

<p><strong>What You Bring</strong></p>

<ul>

<li><strong>Exceptional Communication & Relationship Skills:</strong> Proven ability to build authentic, impactful relationships across sales, marketing, product, service delivery, and executive leadership.</li>

<li><strong>Strategic & Growth Mindset:</strong> Highly skilled in business development, opportunity generation, and maximizing alliance potential.</li>

<li><strong>Drive to Win:</strong> Proactive, competitive, and constantly seeking new avenues to unlock mutual value.</li>

<li><strong>Agility & Adaptability:</strong> Ability to scale efficiently and manage evolving workloads in a fast-paced environment.</li>

</ul>

<p><strong>Qualifications & Experience</strong></p>

<ul>

<li>3–5+ years of experience directly managing the Softcat ecosystem.</li>

<li>3+ years of SaaS channel vendor experience.</li>

<li>Proven operational cadence with a track record of managing time to clear outcomes.</li>

<li>Experience representing key partnerships to prospects, industry analysts, trade shows, and vendor events.</li>

<li>Established network and relationships across direct and indirect channel partners in the UK.</li>

</ul>

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