Key Account Manager

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.

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 prospective customers, using business development techniques and partner/alliance activities within an assigned account base. Our Key Account Manager role is comprised of 60% inside sales and 40% 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 Salesforce.com.
• 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.
• Expand relationships with stakeholders within assigned accounts across teams (IT, InfoSec, Help Desk, Infrastructure, Cloud, etc.).

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/Cloud 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, military experience, 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.