Technical Sales Enablement Manager, Partners

Technical Sales Enablement Manager, Partners

Santa Clara, CA, Remote, US

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.

About the Team

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.

Role Purpose & Impact

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.

What You'll Do

• 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

What Makes You a Great Fit

• 5+ years in Technical Enablement, Sales Engineering (SE), or Technical Training, including 2+ years specifically in Partner/Channel SE enablement for enterprise SaaS/Cloud
• Deep technical expertise in Cloud Data Protection, Cyber Resilience, or related security/infrastructure solutions (e.g., AWS, Azure, VMware, Kubernetes)
• Proven experience designing and launching technical L1/L2 certification tracks for partner SEs
• Expertise in building and managing technical lab environments (e.g., Homerun, POC) and structured demo scenario libraries
• Skilled in creating high-quality technical pre-sales content, including architecture guides, deployment scenarios, and competitive technical battlecards
• Exceptional ability to translate complex technical concepts into clear, actionable training for highly technical audiences
• Results-oriented, highly organized self-starter who thrives in dynamic, high-growth environments
• Bachelor's degree in Computer Science, Engineering, or equivalent practical experience

What Success Looks Like in the Role

• 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

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 growthwhere you'll be trusted to lead and empowered to buildyou'll thrive at Druva.

What We Offer

The pay range for this position is expected to be between $123,000 and $172,333/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.