Account Manager
3 weeks ago
About Druva:
Druva is a leading provider of data resiliency solutions, empowering organizations to simplify data protection, streamline data governance, and gain valuable insights as they accelerate cloud adoption.
Our Data Resiliency Cloud is the industry's first and only at-scale SaaS solution, eliminating complex infrastructure and related management costs.
We are trusted by thousands of enterprises, including 60 of Fortune 500, to make data more resilient and accelerate their journey to the cloud.
About the Role:
We are seeking a passionate and driven SMB Account Manager to join our Sales team. This role will act as a key individual contributor, responsible for driving business processes, managing heavy transaction workloads, and building automation into our workflow.
The ideal candidate will have a strong track record of achieving personal and team goals, with a consistent history of thriving in a rapidly-changing environment.
Key Responsibilities:
- Own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships.
- Actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments.
- Maintain and report an accurate rolling 90-day forecast of renewals in your territory.
- Negotiate and execute renewal contracts that align to customer goals.
- Discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth.
- Develop a playbook for renewal engagement maximizing revenue retention.
- Build an account plan with the respective cross-collaboration teams 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 to build the account plan and navigate the account.
- Create/Manage a sales funnel of opportunities from start-to-finish and track in Salesforce.
- Ongoing account management to ensure customer satisfaction and drive additional cross-sell/up-sell opportunities.
Requirements:
- 3+ years of Technical Sales/Customer Success/Account Management experience preferably within an Enterprise SaaS organization.
- Solid understanding of Enterprise SaaS applications and collaboration technology.
- Consistent track record of achieving personal and team goals.
- History of thriving in a rapidly-changing environment.
- Ability to grow business in a strategic manner, creating new processes and initiatives.
- Bachelor degree required.
Desired Skills and Experience:
- Data Backup/Data Protection/Storage or SaaS sales experience.
- Customer Success/Service background.
- Formal training in a recognized sales methodology.
- Prior experience using Salesforce.
What You'll Be Doing:
- Quoting and building the renewal opportunities as well as order forms for the Sales Renewal team.
- Work reactively on cancellation requests.
- Closing out opportunities by cross-checking paperwork and data to ensure accuracy in Salesforce.
- Propose and build processes that will aid in the automation of renewal workflow.
- Act as liaison between Finance, Sales, and Customers.
- Assisting the Billing team with collections.
Please Note: This role requires working with US customers, hence work hours will be 5 pm to 2 am or 6 pm to 3 am IST.
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