Principal Partner Marketing Manager

📌 Core Information

🔹 Job Title: Principal Partner Marketing Manager

🔹 Company: Druva

🔹 Location: Pune, Maharashtra, India

🔹 Job Type: Full-time

🔹 Category: Marketing

🔹 Date Posted: April 18, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote OK

🚀 Job Overview

Key aspects of this role include:

• Overseeing and driving participation in Druva's global Partner+ program
• Managing partner activation, engagement, and enablement worldwide
• Collaborating with internal and external stakeholders to maximize channel sales revenue
• Delivering impactful partner enablement programs and enhancing the Partner Portal's effectiveness
• Analyzing data and deriving insights to enhance partner programs

ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to work effectively with cross-functional teams. Experience in channel sales models and partner ecosystems is crucial for success in this position.

📋 Key Responsibilities

✅ Drive clear communications and partner alignment with Druva business goals, providing a clear path to success

✅ Oversee and manage Partner+ program partnership tiers, benefits, incentives, and rewards

✅ Ensure partner compliance with programs, including performance analysis, certification completion tracking, and other requirements

✅ Maintain relationships and bi-directional communications with Druva’s global channel leadership

✅ Deliver impactful partner enablement programs that enhance partner activation, deal-closing activity, partner engagement and knowledge, and sales performance

✅ Manage external engagement platforms such as PRM, LMS, ON24, gifting/loyalty, and data collection platforms

✅ Communicate and collaborate with internal teams regarding partner programs and platform usage to ensure their effectiveness in working with partners

✅ Own the end-to-end effectiveness of the Partner Portal, updating and enhancing it regularly

✅ Collaborate with internal teams to create and distribute relevant content, including partner enablement tools, playbooks, integrations, sales guides, and other resources

✅ Monitor portal analytics and partner engagement metrics to drive improvements

✅ Work closely with IT, operations, and third-party vendors to enhance the portal functionality and performance

ASSUMPTION: This role involves a mix of strategic planning, project management, and day-to-day execution. Strong organizational skills and the ability to prioritize tasks are essential for success.

🎯 Required Qualifications

Education: Bachelor's degree in Marketing, Business, or a related field (or equivalent experience)

Experience: 5+ years of experience in channel enablement, partner management, or a related field

Required Skills:

• Strong understanding of channel sales models, partner ecosystems, and B2B sales cycles
• Excellent project management and communication skills
• Ability to analyze data and derive insights to enhance partner programs
• Proficiency in CRM, PRM, and LMS platforms (e.g., Salesforce, Impartner, Seismic, etc.)
• Strong ability to collaborate cross-functionally with sales, marketing, product, and IT teams

Preferred Skills:

• Experience in SaaS, technology, or IT-related industries
• Familiarity with partner incentive structures, including rebates, deal registration, and MDF programs
• Knowledge of partner community building and engagement strategies

ASSUMPTION: While a degree is preferred, Druva may consider candidates with equivalent experience and a strong track record in partner marketing or related fields.

💰 Compensation & Benefits

Salary Range: INR 25-35 lakhs per annum (AI-estimated, based on industry standards for similar roles and experience levels)

Benefits:

• Health, dental, and vision insurance
• 401(k) matching
• Paid time off and holidays
• Employee stock purchase plan
• Professional development opportunities

Working Hours: Full-time (40 hours per week), with flexibility for remote work

ASSUMPTION: The salary range provided is an estimate based on market research and may vary depending on the candidate's experience and qualifications. Druva offers a comprehensive benefits package to attract and retain top talent.

📌 Applicant Insights

🔍 Company Context

Industry: Druva operates in the Software Development industry, focusing on enterprise endpoint backup, data loss prevention, and secure file sharing solutions.

Company Size: Druva has 1,001-5,000 employees, providing ample opportunities for career growth and collaboration.

Founded: Druva was founded in 2008 and has since grown to become a leading provider of data security solutions.

Company Description:

• Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats.
• The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments.
• By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance.

Company Specialties:

• Enterprise Endpoint Backup
• Data Loss Prevention (DLP)
• Secure File Sharing
• Endpoint Data Governance
• Cloud Server Backup and Archiving

Company Website: http://www.druva.com

ASSUMPTION: Druva's focus on data security and commitment to customer success make it an attractive employer for professionals seeking to make an impact in the tech industry.

📊 Role Analysis

Career Level: This role is a senior-level position, requiring a high level of expertise and strategic thinking.

Reporting Structure: The Principal Partner Marketing Manager reports directly to the Director of Partner Marketing and works closely with global channel leadership and cross-functional teams.

Work Arrangement: This role offers remote work flexibility, with the option to work from Druva's offices in Pune, Maharashtra, India, or other global locations.

Growth Opportunities:

• As Druva continues to grow, there may be opportunities for the Principal Partner Marketing Manager to take on additional responsibilities or advance to a director-level role.
• This position provides exposure to various aspects of partner marketing, enabling the incumbent to develop a well-rounded skill set and gain valuable experience.
• Druva offers professional development opportunities, allowing employees to enhance their skills and advance their careers.

ASSUMPTION: While this role is a senior-level position, there may be opportunities for growth and development within Druva's expanding partner marketing team.

🌍 Location & Work Environment

Office Type: Druva's offices are modern and collaborative workspaces, fostering innovation and productivity.

Office Location(s): Pune, Maharashtra, India; Santa Clara, California, USA; Uxbridge, Greater London, UK

Geographic Context:

• Pune, Maharashtra, India: A major IT hub with a thriving tech industry and a large talent pool.
• Santa Clara, California, USA: Home to Silicon Valley, with a vibrant tech ecosystem and numerous networking opportunities.
• Uxbridge, Greater London, UK: A strategic location for Druva's European operations, with easy access to major markets and talent.

Work Schedule: Druva offers a flexible work schedule, with core hours between 10:00 AM and 4:00 PM IST (or local time zone). Employees have the freedom to manage their time effectively, with a focus on results and productivity.

ASSUMPTION: Druva's global presence and flexible work arrangements enable employees to work from various locations and collaborate with teams worldwide.

💼 Interview & Application Insights

Typical Process:

• Online application submission
• Phone or video screen with the hiring manager
• Technical assessment or case study presentation
• Final round interviews with cross-functional stakeholders
• Background check and offer extension

Key Assessment Areas:

• Understanding of channel sales models and partner ecosystems
• Project management and communication skills
• Data analysis and insights generation
• Platform proficiency (CRM, PRM, LMS)
• Cross-functional collaboration and stakeholder management

Application Tips:

• Highlight relevant experience in channel enablement, partner management, or related fields
• Tailor your resume to emphasize skills and accomplishments related to the key responsibilities and required qualifications
• Prepare for behavioral and situational interview questions that assess your problem-solving skills, strategic thinking, and ability to work effectively with cross-functional teams
• Research Druva's products, services, and industry to demonstrate your understanding of the company and its market position

ATS Keywords: Channel Enablement, Partner Management, Project Management, Communication Skills, Data Analysis, CRM Platforms, PRM Platforms, LMS Platforms, Collaboration, SaaS Experience, Technology Industry Knowledge, Partner Incentive Structures, Community Building, Engagement Strategies

ASSUMPTION: Druva's interview process is designed to assess candidates' skills, experience, and cultural fit, with a focus on finding the best match for the Principal Partner Marketing Manager role.

🛠️ Tools & Technologies

• CRM: Salesforce
• PRM: Impartner
• LMS: Seismic
• Engagement Platforms: ON24, gifting/loyalty, data collection platforms
• Project Management: Asana, Trello, or similar tools

ASSUMPTION: Druva uses industry-standard tools and platforms to streamline its operations and enhance productivity. Candidates should be comfortable learning and utilizing these tools in their day-to-day work.

👔 Cultural Fit Considerations

Company Values:

• Customer Obsessed
• One Druva
• Innovate and Simplify
• Act with Integrity
• Embrace Diversity

Work Style:

• Collaborative and cross-functional
• Data-driven and results-oriented
• Adaptable and responsive to change
• Committed to continuous learning and improvement

Self-Assessment Questions:

• How do you align with Druva's customer-obsessed approach, and how have you demonstrated this in your previous roles?
• Describe a time when you had to collaborate with cross-functional teams to achieve a common goal. What was the outcome, and what did you learn from the experience?
• How do you stay up-to-date with industry trends and best practices in partner marketing, and how have you applied this knowledge in your previous roles?

ASSUMPTION: Druva values diversity, inclusion, and collaboration, seeking candidates who can thrive in a dynamic, global work environment.

⚠️ Potential Challenges

• Managing multiple partner relationships and priorities simultaneously
• Balancing strategic planning with day-to-day execution and tactical tasks
• Adapting to a fast-paced, evolving market and responding to changes in partner needs and preferences
• Ensuring consistent communication and alignment with global channel leadership and cross-functional teams

ASSUMPTION: The Principal Partner Marketing Manager role presents unique challenges that require strong organizational skills, adaptability, and the ability to prioritize and manage multiple priorities effectively.

📈 Similar Roles Comparison

• Unlike traditional marketing roles, this position focuses on partner enablement and engagement, requiring a deep understanding of channel sales models and partner ecosystems
• Druva's global presence and focus on data security provide unique opportunities for the Principal Partner Marketing Manager to make an impact and grow within the organization
• This role offers a clear career path, with opportunities for advancement to director-level positions or other senior marketing roles within Druva

ASSUMPTION: While this role shares some similarities with other marketing positions, its focus on partner enablement and engagement makes it a unique opportunity for experienced channel marketing professionals.

📝 Sample Projects

• Developing and implementing a partner onboarding program to improve activation rates and reduce time-to-revenue
• Creating and distributing partner enablement tools, playbooks, and sales guides to enhance partner knowledge and deal-closing activity
• Analyzing partner performance data to identify trends, optimize incentives, and improve partner engagement

ASSUMPTION: These sample projects illustrate the diverse range of responsibilities and initiatives the Principal Partner Marketing Manager may undertake to drive partner activation, engagement, and enablement.

❓ Key Questions to Ask During Interview

• How does Druva support the professional development and growth of its partner marketing team members?
• What are the key priorities for the Principal Partner Marketing Manager in the first 90 days, and how will success be measured?
• How does Druva collaborate with its partners to ensure alignment with business goals and a clear path to success?
• What are the most significant challenges facing Druva's partner marketing team, and how can the Principal Partner Marketing Manager contribute to addressing these challenges?
• How does Druva foster a culture of innovation and continuous improvement within its partner marketing team?

ASSUMPTION: Asking thoughtful, insightful questions during the interview process demonstrates your interest in the role and commitment to Druva's success.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume to highlight your relevant experience in channel enablement, partner management, or related fields
• Prepare a cover letter that explains your interest in the Principal Partner Marketing Manager role and how your skills and experience make you a strong fit for the position
• If applicable, prepare examples of your work or a portfolio showcasing your accomplishments in partner marketing
• Follow up with Druva's hiring team one week after submitting your application to confirm receipt and express your continued interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.