Technical Sales Enablement Manager (Partners)

• 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
• 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
• 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
• 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

Benefits

• Well-being: We ensure Druvans and their families have comprehensive healthcare and mental health programs
• Family-Oriented: We provide paid maternity, paternity, adoption and family medical care leave – plus funding to support adoption, fertility treatment, and other related expenses
• Financial Gain: We offer competitive compensation, FSA/HSA accounts, equity, and more, to reward Druvans for their hard work
• Rest and Re-Energize: We encourage Druvans to rest with time away as often as needed because we believe it’s our employees’ passion and creativity that makes Druva special- Expertise in building and managing technical lab environments (e.g., Homerun, POC) and structured demo scenario libraries
• Bachelor’s degree in Computer Science, Engineering, or equivalent practical experience
• Proven experience designing and launching technical L1/L2 certification tracks for partner SEs
• Skilled in creating high-quality technical pre-sales content, including architecture guides, deployment scenarios, and competitive technical battlecards
• Deep technical expertise in Cloud Data Protection, Cyber Resilience, or related security/infrastructure solutions (e.g., AWS, Azure, VMware, Kubernetes)
• Exceptional ability to translate complex technical concepts into clear, actionable training for highly technical audiences
• 5+ years in Technical Enablement, Sales Engineering (SE), or Technical Training, including 2+ years specifically in Partner/Channel SE enablement for enterprise SaaS/Cloud
• Results-oriented, highly organized self-starter who thrives in dynamic, high-growth environments