Key Account Manager
3 weeks ago
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. Visit and follow us on LinkedIn, Twitter and Facebook.
Summary:
This is a strategic role for practiced account managers seeking key experience selling to mid-size/commercial accounts. You will be responsible for growing the existing account base through cross-sells and upsells. This will be achieved through effective strategic planning, researching prospect customers, using business development techniques and partner/alliance activities within an assigned account base. Our Key Account Manager role is comprised of 80% inside sales and 20% customer onsite.
Responsibilities:
- 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
- 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
Qualifications:
- 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 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 or equivalent
- The desire to support a great work environment via positive, professional, and ethical conduct
The pay range for this position is expected to be between $198,000 and $264,000/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.
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