Expand Account Executive, Druva
DACH
+ Stock award
Cloud-based backup SaaS platform
Open for applications
Cloud-based backup SaaS platform
1001+ employees
Open for applications
+ Stock award
1001+ employees
Company mission
To defend business data and eliminate the stress typically associated with data protection and security.
Role
Who you are
- Successful execution, collaborative team work and keen attention to detail will enable Druva to secure more revenue prior to the subscription contract expiration date, ultimately removing the risk of churn and or downsell
- You are driven, curious, intelligent and deeply passionate about customer relationships
- SaaS industry experience
- Data protection/ management expertise
- At least 5 years sales experience
- Collaborative team player - you will be a part of an integrated EMEA & DACH team; working closely with the DACH SE, Partner Sales Channel Manager, Field Marketing Lead and your sales colleague covering DACH new business opportunities
- A proven ability to grow existing customer relationships
- History of thriving in a rapidly-changing environment
- Prior experience using Salesforce CRM, Clari and Sigma
What the job involves
- You will be part of the fastest growing Sales team in EMEA. Market opportunity is driving us to expand our sales team in Northern Europe, specifically in DACH.
- Working for the RVP Sales EMEA, you will be responsible for managing existing client relationships with the objective of driving customer adoption, retention and expansion through portfolio cross-sell & upsell sales efforts
- You’ll work closely with the Renewals and Customer Success teams to reinforce Druva relevance and client value to secure and grow net retention revenue(NRR)
- You should be comfortable with Meddpicc and Force Management Command of the Message sales framework, building value based sales campaigns across multiple clients and transactions
- You will remove barriers to customer retention and collaborate with the broader Druva team to deliver a high value customer experience before and during the time of renewal
- This is a demanding role that requires high energy, priority management and excellent interpersonal skills
- You will own, drive, and lead the Customer relationship working in collaboration with the Renewals and Customer Success teams to preserve and grow customer contracts and develop relationships
- You will actively engage with key decision-makers to identify customer requirements, priority programs, cloud strategy and proactively address objections to ensure on-time contract renewals
- You will maintain and report an accurate rolling 180 -day forecast of Renewals, Cross and Upsell opportunities in your territory
- You will negotiate and execute new, existing and amendment Customer contracts
- You will discover and identify upsell/cross-sell opportunities ahead of contract renewal to maximize annual contract value (ACV) growth
- Build a Territory 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 priority programs, Cloud and technical requirements to ensure strategic long-term value
- Leverage Technology Alliance partners; ISV’s, OEM’s MSP;’s VAR’s etc to build relevance, brand awareness, reach and scale to the territory plan
- Create/Manage a sales funnel of opportunities from start-to-finish and track in Salesforce.com and Clari
- Work closely with the SE to arrange and conduct initial product demonstrations and presentations
- Meet allocated sales quota measured by Subscription ACV
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
4% employee growth in 12 months
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 HQ
Santa Clara, CA
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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