Senior Renewals Account Manager

About Druva

Druva enables cyber, data, and operational resilience for every organization with the Data Resiliency Cloud, the industry's first and only at-scale SaaS solution. Customers can radically simplify data protection, streamline data governance, and gain data visibility and insights as they accelerate cloud adoption. Druva pioneered a SaaS-based approach to eliminate complex infrastructure and related management costs and deliver data resilience via a single platform spanning multiple geographies and clouds. Druva is 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 on the hunt for a passionate and hungry Renewals Specialist. This role acts as a key individual contributor on a Sales team that consistently delivers market leading retention rates and more. The team you'll join is a culmination of individuals who are passionate about customer loyalty committed to bringing the right people together with the intention of securing and growing our revenue. This role will be focused on the closed-loop process of the subscription renewal. This individual will assist the Sales team—you'll quote, revise, report and close renewal opportunities. Your ability to drive business processes, manage heavy transaction workloads with keen attention to detail, and build automation into our workflow will enable the team to secure more revenue prior to the subscription expiration date ultimately removing the risk of churn. You are driven, curious, intelligent and deeply passionate about your craft. You will remove barriers to customer retention and collaborate with the broader customer success team to deliver a high value customer experience at time of renewal. This is a demanding role that requires strong passion, priority management and interpersonal skills.

What You Will Be Doing

• You will own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships
• You will actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
• You will maintain and report an accurate rolling 90-day forecast of renewals in your territory
• You will negotiate and execute renewal contracts (in partnership with legal and orders teams) that align to customer goals
• You will discover and identify up-sell/cross-sell opportunities upon contract renewal to maximise customer growth
• Develop playbook for renewal engagement maximizing revenue retention

What You Should Have

• Total experience 10 to 15 years
• Relevant experience 3+ years of 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, i.e. 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 recognised sales methodology
• Prior experience using Salesforce

On any given day, you'll be doing one or all of these things:

• Quoting and building the renewal opportunities as well as order forms for the Sales Renewal team
• Work reactively on cancellation requests
• Assist the team with 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
• Uncover trends in subscription automation practices that can improve the customer success renewal workflow

Please Note: This role is for Pune and having Night shifts.