Key Account Manager, Druva
$198-264k
Office located in New Jersey, US
Cloud-based backup SaaS platform
Be an early applicant
Cloud-based backup SaaS platform
1001+ employees
Be an early applicant
$198-264k
Office located in New Jersey, US
1001+ employees
Company mission
To defend business data and eliminate the stress typically associated with data protection and security.
Role
Who you are
- This is a strategic role for practiced account managers seeking key experience selling to mid-size/commercial accounts
- 3+ year experience as an Account Manager where you have exceeded your sales plan each year and can document the success
- Ideally bring enterprise/commercial sales experience in the IT industry
- Demonstrable track record of achieving sales targets
- Executive level relationship management
- Ideally come from the Storage/Data Management/Security/Cloud world and understand Enterprise Data Protection Technologies
- Continuous learner and student of the game - you want to constantly get better
- Ability to understand the "bigger picture" and the business drivers around IT
- You strive for greatness and push yourself
- Bachelor's Degree, military experience, or equivalent
- The desire to support a great work environment via positive, professional, and ethical conduct
What the job involves
- You will be responsible for growing the existing account base through cross-sells and upsells
- This will be achieved through effective strategic planning, researching prospective customers, using business development techniques and partner/alliance activities within an assigned account base
- Our Key Account Manager role is comprised of 60% inside sales and 40% customer onsite
- Build an account plan with the respective cross-collaboration teams (Renewals, Customer Success, etc.) to identify areas to expand the account with upsells, cross-sells and multi-product adoption
- Break into new lines of business groups within the defined accounts
- Map Druva solutions to the customer’s unique business and technical requirements to ensure strategic long-term value
- Leverage technology alliance partners like AWS and other VAR’s like CDW/SHI etc. to build the account plan and navigate the account
- Create/Manage a sales funnel of opportunities from start-to-finish and track in Salesforce.com
- Generate results; consistent, reliable performance with 100% minimum attainment expected
- Partnering with the local, regional and national channel partners to drive awareness and "buzz" in your territory
- Arranging and helping to conduct initial product demonstrations and presentations
- Ongoing account management to ensure customer satisfaction and to drive additional cross-sell/up-sell opportunities
- Expand relationships with stakeholders within assigned accounts across teams (IT, InfoSec, Help Desk, Infrastructure, Cloud, etc.)
Our take
The data protection industry is booming, thanks to a move to the cloud. Businesses now have access to vast amounts of data that can provide deep insights into every aspect of their operations, but at the same time are vulnerable to cybercrime and service outages. Druva, founded in 2008, exists to protect that vital data with a cloud-based backup service.
As the move to the cloud accelerates, there is a rising number of companies offering data resiliency services, including IBM, Commvault and Rubrik. However, unlike major competitors, Druva's platform is the first entirely cloud-based service, needing no hardware changes. While newer startups have begun to take this same approach, they lack the size, expertise and client base to compete with Druva.
Considered a leader in its sector, Druva has thousands of enterprise clients including household brand names like Samsung, Hulu and DHL. With the Druva Data Resiliency Cloud now surpassing an average of 17 million daily backups, it is clear that demand for the product is still accelerating, and that the company has plenty of room to continue its growth.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Apr 2021
$147m
SERIES H
Jun 2019
$130m
SERIES G
Total funding: $475m
Company benefits
- Well-being: We ensure Druvans and their families have comprehensive healthcare and mental health programs
- Family-Oriented: We provide paid maternity, paternity, adoption and family medical care leave – plus funding to support adoption, fertility treatment, and other related expenses
- Financial Gain: We offer competitive compensation, FSA/HSA accounts, equity, and more, to reward Druvans for their hard work
- Rest and Re-Energize: We encourage Druvans to rest with time away as often as needed because we believe it’s our employees’ passion and creativity that makes Druva special
Company values
- Customer First
- One Team
- Diversity of Thought
- Driven to Deliver
- Challenger Mentality
Company HQ
Santa Clara, CA
Articles
Leadership
Jaspreet Singh
(Founder & CEO)Before founding Druva, Jaspreet was a Member of the Technical Staff at Veritas and a Software Engineer with Ensim India.
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