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Account Executive Mid-Market Sales
Location: Mumbai
Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today’s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn, X and Facebook.
Druva is hiring an exceptional Account Executive for the Mid-Market segment in India, responsible for building the sales pipeline, and closing business within the defined sales territory for both existing and new customers. The role will report directly to the Country Manager, India & SAARC.
The ideal candidate should be a highly motivated self-starter who enjoys both the challenges and rewards associated with a successful scale-up company. The ideal candidate will be detail oriented, process driven, and consultative in their sales approach. You should have a consistent track record of success in achieving new customer acquisition, managing incremental revenue bookings from both existing and new customers, as well as working with national and regional channel partners. In addition you should be comfortable selling a solution and technologies within a SaaS scale-up environment to IT contacts at a variety of levels within an organization.
Responsibilities:
- Manage sales in the assigned territory (hybrid role; existing customers and new business)
- Execute on the full sales cycle end to end at Mid-Market accounts, from initial contact to point of sale.
- Work closely with counterparts in Renewals to ensure Druva customer subscription renewals and to avoid churn and downsell in existing customers
- Support and work with channel partners to scale sales reach in the region. Includes resellers and distributors.
- Establish awareness of Druva’s solution, generate leads, communicate the value proposition, and close deals in the region.
- Deliver awe-inspiring product presentations and demos, provide timely and insightful responses to customer queries, and recommend creative ways Druva can solve business problems.
- Attain a deep understanding of Druva’s solutions and its competitive positioning in the market. Be a subject matter expert.
- Lead creation of proposals and responses to RFIs/RFPs working in conjunction with the Solution Engineer.
- Reporting: Maintain a complete and timely report of the regional pipeline in the assigned territory.
- Prepare, communicate, and execute to a thorough business plan.
- Meet or exceed revenue quota.
Qualifications:
- 5+ years of software sales experience (Backup or SaaS experience a plus)
- Experienced in selling into the IT organizations of Mid-Market customers in India. We will want to see strong and consistent earnings background
- Experience managing and selling through a channel.
- Strong technical acumen
- Willingness to travel up to 30%, mostly domestic..
- Fluency in English
- College degree from a top-tier university (Masters or MBA a plus)
Personal Attributes:
- Entrepreneurial spirit: passionate about joining a scale-up, adaptable to changing situations
- Technologist: understand the problems faced by today's IT organizations and how to apply current technologies to solve them
- Self-starter: take responsibility and do what it takes to get the job done with minimal direction
- Team Player: build relationships across Druva’s regional and global organization, sharing and learning from others
- Organized: lead complex efforts and initiatives, breaking them down into tasks, and clearly communicate progress
- Pragmatic: analyze trade-offs and prioritize tasks in order to achieve important objectives
- High professional standards: a commitment to individual and organizational excellence
- Excellent verbal and written communications skills: succinctly and clearly communicate with customers, peers, and management
