Senior MSP Strategic Development Manager

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

Druva launched a new MSP Program in 2021 that transforms how MSPs go to market, increasing sales velocity, reducing time to activate customers, improving margins and cash flow. The success of this program has fueled the need to expand the MSP team.

Role Purpose & Impact

The MSP Strategic Development Manager is a hunter sales role focused on recruiting new MSP partners and helping MSP partners sell Druva to new tenants. The current territory is the Americas Region, which will become more defined as the team grows. The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven and consultative in their sales approach. You should have a consistent track record of success in achieving new customer objectives and revenue targets. In addition, you should be comfortable selling a solution and technologies within a SaaS, startup environment to Managed Services Providers at an executive level.

Sales responsibilities include territory/pipeline management, opportunity identification, analyzing Managed Services Go-to-Market opportunities around Druva use cases, leading demonstrations and presentations, TCO analysis, and providing rapid response, along with the MSP Solutions Engineer, to outstanding technical questions to ensure optimal partner support and service in the sales process.

What You’ll Do

• Focus on increasing market share for Druva’s products through prospecting to Service Providers within the assigned region
• Align Druva products to the MSP Service Catalog, aligning Druva’s unique differentiation, and aligning to improve key purchasing criteria for MSPs
• Negotiate and agree to creative and meaningful commercial agreements with Service Providers, aligning with the acquisition of net new MSP logos and/or the displacement of existing products
• Manage virtual and in-person sales campaigns to recruit strategic MSP targets
• Work collaboratively with MSP Partner Consultants and MSP SEs to develop new service offerings, commercial modeling, service development, and design workshops
• Work with Druva Field to engage with and drive new incremental revenue via the MSP Channel
• Prepare activity and forecast reports as requested, and prepare and participate in QBR’s
• Prepare and execute a thorough quarterly business plan
• Maintain up-to-date knowledge of Druva’s competitive positioning in the marketplace
• Meet or exceed assigned yearly revenue quota

Performance Metrics 

• ARR bookings achievement to quota & forecast accuracy
• Net retention and growth within existing MSPs
• Completes territory sales plans that meet company standards
• Completes required training and development objectives within assigned timeframe

 

What Makes You a Great Fit

 

• 8-12 years of sales experience with 3-5 years being within the MSP space specifically. Ideally, has worked for an MSP in the past and can demonstrate a detailed understanding of their business model
• Proven experience selling to Managed Services Providers (backup or SaaS a plus)
• Demonstrate success within a fast-moving, agile company environment
• Excellent understanding of the sales process and the ability to develop and execute a successful MSP-focused sales campaign
• Champion and develop sales motions internally with your Managed Services Providers
• Excellent organizational skills and strong technical acumen
• Backup experience is a requirement; security experience is a strong plus
• Loves to win (ethically), hates to lose with a passion
• Intrinsically motivated, coachable, thrives in team performance
• Excellent time management and communication skills
• Creative thinker, look for new opportunities & ways to increase value of the partnership
• Successful experience driving value-disruptive change within MSPs
• Scalable with more responsibilities as the company grows

What Success Looks Like in this Role 

Success means you will consistently onboard Net New MSP partners and Net New Tenants that consume Druva services.  You will onboard at least one new strategic MSP partner per quarter.

Why You’ll Love Working Here

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.

Why You’ll Love Working Here

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 $196,000.00 - $261,333.00/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.