Senior Solution Architect, MSP

As a Solutions Architect for Druva’s Channel & MSP team, you enable strategic MSPs to adopt and grow Druva’s 100% SaaS platform. You drive partner engagement, conduct technical workshops, and shape plans that expand partner practice and revenue. You collaborate with cross-functional teams to ensure value delivery and a smooth MSP sales process. Your work helps MSPs deliver resilient data protection to their customers at scale, with a focus on UKI growth and channel success.

• Build and manage technical relationships with Strategic MSPs to drive incremental revenue
• Assist MSPs with prospects and customers adopting Druva products
• Evangelise Druva value propositions and differentiators
• Provide oversight during the MSP sales process for mutual success
• Lead technical discussions on Druva’s value for clients
• Develop enablement plans with executive support and budgets
• Gather and translate partner feedback to influence the product roadmap
• Develop domain expertise and thought leadership for MSP focus areas
• Deliver formal and informal technical training for MSP resources
• Maintain technical expertise on Druva products and technology
• Execute business initiatives to create incremental revenue streams
• Develop partner collateral with sales and marketing
• Maintain field-level relationships with partners for effective positioning
• Create technical content showing MSPs how to implement use cases and best practices
• Communicate customer needs and product feedback to Product Management, Engineering, Marketing, and Sales with PreSales and Technical Leads

• 4+ years in technical customer-facing roles with at least 3+ years as a Sales Engineer
• 3+ years in a pre-sales role with enterprise software experience (Backup and SaaS a plus)
• Existing technical relationships within UK Tier 1 VARs and/or UK MSPs (highly recommended)
• Experience with Cloud Providers, Virtual environments (VMware, Hyper-V, Nutanix, Proxmox)
• Storage Technologies (SAN/NAS)
• Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls)
• Fast learner in dynamic environments with changing priorities
• Results-oriented with prioritization and planning skills
• Excellent presentation, communication, and relationship-building skills
• Experience with a SaaS company or deep knowledge of SaaS practices
• Strong knowledge of enterprise server backup technology
• Competence with competitive data protection platforms incl. DR and ransomware recovery
• Basic understanding of introductory security principles
• Knowledge/experience with VMware & Hyper-V administration
• Backup & Restore of file systems and databases
• Exposure to AWS services (EC2, RDS, S3, IAM, VPC)
• Exposure to Azure services (Azure VM, Azure SQL, Azure File, Azure Blob)
• Understanding of Network Technologies and protocols (TCP/IP, VLAN, DNS, switches, firewalls, routers)
• Travel at least 40% of the year

• Excellent communication and relationship-building
• Strong presentation and negotiation skills
• Collaboration and teamwork orientation
• VMware
• Hyper-V
• Nutanix