Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today’s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn, X and Facebook.

The Role & The Team:

The Cloud Marketplace Operations Analyst is responsible for providing the Druva global sales teams with reliable and high-quality marketplace support. Reporting to the Sr. Director, Sales Operations, the role sits within the Sales Operations team which interacts with the entire sales organization. You will help support, expand and scale the end-to-end sales process for our Cloud Partner (AWS, Microsoft Azure) Marketplaces.The position is responsible for enhancing the overall operating efficiency and excellence of the marketplace sales function.

What You Will Do:

  • Be part of a team that owns and operates the Cloud (AWS, Microsoft Azure) Marketplace Listings for public and private offers.  You are the operational SME.
  • Provide hands-on, prompt, and expert support to sales teams quoting and closing deals through private offers.
  • Enable sales on marketplace sales processes and deal submission.
  • Attend customer & reseller calls to answer questions about cloud marketplace mechanics and guide customers through the purchasing/private offer acceptance process.
  • Be a conduit and escalation point between deal desk, revenue operations, orders, and alliances, from a pre- and post-sales perspective.
  • Collaborate with orders and accounts receivable teams on billing and orders issues for marketplace deals.
  • Maintain internal documentation covering all business processes related to the marketplace, especially as updates to process and platforms are rolled out.
  • Collaborate with alliance teams, product managers and marketplace experts within AWS and Microsoft. Be familiar with each CSP's support tools and escalation paths.
  • Help the implementation of marketplace automation & integration tools, working with IT, and support subsequent field enablement.
  • Project manage new marketplace-related programs as they arise, with increasing responsibility as successful execution is demonstrated.
  • Collaborate on additional Sales Operations ad-hoc projects. 

What We Are Looking For:

  • Must have significant prior experience working with some or all Cloud Service Provider Marketplaces (AWS, Microsoft Azure, Google Cloud Platform). Minimum requirement is significant experience with both AWS and Microsoft Azure Marketplaces.
  • Ability to function independently with a high degree of accuracy and accountability in a fast-paced sales environment.
  • 3+ years of experience with pre & post sales processes in a Sales Operations or related role.
  • Customer-centric orientation with the ability to build relationships via email, video conferencing and phone calls.
  • Excellent organizational skills, adherence to deadlines, ability to prioritize and manage multiple projects at once.
  • Professional demeanor required with ability to interact with many people in sometimes challenging circumstances.
  • Exceptional attention to detail.
  • Experience using Salesforce CRM and Salesforce CPQ.
  • Prior experience in sales enablement.
  • Align with Druva company core values, one-team mentality.

 

The pay range for this position is expected to be between $112,000 and $157,333/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. 

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