Channel Business Manager – Softcat

Overview

As Channel Business Manager, you will own and grow the Softcat alliance, driving partner-sourced pipeline and revenue growth. You will enable Softcat sales teams, co-create demand generation programs, and articulate Druva’s value to accelerate mutual success. You’ll work cross-functionally with marketing and sales to sustain growth and ensure program adoption. This role combines strategy, partner enablement, and cross-present collaboration to scale Druva’s presence in the UK channel.

Responsibilities

• Develop and execute a high-impact partner strategy for Softcat
• Collaborate on joint business plans to accelerate revenue and market share
• Track pipelines, bookings, and KPIs to meet quota and growth targets
• Define mutual KPIs, financial targets, and execution milestones with partners
• Manage executive and operational relationships across Softcat
• Co-develop end-to-end solutions addressing customer challenges with cross-functional Druva and Softcat teams
• Promote partner program adoption and regular performance reviews
• Foster regional collaboration to enable seamless co-selling with distributors and Druva teams

Key requirements

• 3–5+ years managing the Softcat ecosystem
• 3+ years SaaS channel vendor experience
• Track record of time-to-outcome management
• Experience representing partnerships to prospects, analysts, and events
• Established network across direct and indirect UK channel partners
• Proven ability to communicate and build relationships across sales, marketing, product, and leadership

• Exceptional communication and relationship building
• Strategic and growth mindset
• Drive to win and proactive approach
• Cloud
• SaaS
• Data protection

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