Account Executive

Summary

Join Druva's rapidly expanding EMEA sales team in Northern Europe (DACH region) as a Full-time, remote-based employee. You will manage existing client relationships, focusing on customer adoption, retention, and expansion through cross-sell and upsell efforts. Collaborate closely with Renewals and Customer Success teams to enhance customer value and secure net retention revenue. Success requires proficiency in Meddpicc and Force Management Command of the Message sales framework, strong collaboration, and meticulous attention to detail. This demanding role necessitates high energy, effective priority management, and excellent interpersonal skills. You will be responsible for forecasting, contract negotiation, identifying upsell/cross-sell opportunities, and building a comprehensive territory plan.

Requirements

• 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

Responsibilities

• 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
• Actively engage with key decision-makers to identify customer requirements, priority programs, cloud strategy and proactively address objections to ensure on-time contract renewals
• Maintain and report an accurate rolling 180 -day forecast of Renewals, Cross and Upsell opportunities in your territory
• Negotiate and execute new, existing and amendment Customer contracts
• 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

Benefits

• Competitive salaries (50%/50% base and variable)
• Stock award (subject to approval)
• Car allowance