Channel Business Manager - Softcat

About Druva

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.

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.

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The Role & The Team

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.

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.

What You Will Be Doing

• Drive Strategic Alignment: Develop, implement, and execute a high impact partner strategy for Softcat.
• Build & Scale Business Plans: Collaborate with the broader Channel team to create joint business plans that capture mindshare and accelerate revenue performance.
• Deliver Results: Track sales pipelines, bookings, and key performance metrics against quota to hit targets for volume and strategic growth.
• Lead Joint Partner Planning: Define mutual KPIs, financial targets, and execution milestones to keep both organizations aligned and moving forward.
• Own Executive & Operational Relationships: Build strong, trust based connections across all levels of the Softcat organization.
• Enable End-to-End Solutions: Co-develop solution strategies that address key end-user challenges while coordinating cross-functional teams across Druva and Softcat.
• Promote Program Adoption: Drive engagement with Druva certifications, partner programs, and regular program performance reviews.
• Foster Regional Collaboration: Facilitate seamless co-selling between local distributors, partner account teams, and Druva sales reps.

Performance Metrics

Druva operates a high-performing culture focused on equal parts execution and engagement:

• What: Achievement of partner sourced bookings targets against annual goals.
• What: Clear execution of strategic plans structured around partner performance, market segmentation, and solutions.
• How: Seamless cross-functional collaboration to deliver strategy efficiently.
• How: High partner, distributor, and alliance satisfaction ratings regarding Druva’s value and collaboration.

What You Bring

• Exceptional Communication & Relationship Skills: Proven ability to build authentic, impactful relationships across sales, marketing, product, service delivery, and executive leadership.
• Strategic & 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 & Adaptability: Ability to scale efficiently and manage evolving workloads in a fast-paced environment.

Qualifications & Experience

• 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.