Location: Remote - Germany
Type of employee: Full timeDruva enables cyber, data and operational resilience for every organization with the Data Resiliency Cloud, the industry’s first and only true at scale SaaS solution. Customers can radically simplify data protection, improve data security 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.
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The Role & The Team:
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. 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. 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.
What You Will Be Doing
- 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.
Desired skills and experience:
- 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
Additional Details:
- Druva offers competitive salaries (50%/50% base and variable)
- Druva is an equal opportunities employer.
- This role has additional benefits including, stock award (subject to approval) and car allowance
