Druva - Account Executive - Cloud/Storage - Large Enterprise & Mid-Market

Druva is hiring an exceptional Account Executive for West / South Region in India, responsible for building the sales pipeline, managing local channel partners, and closing business within the defined sales territory. The Account Executive is a strategic hunter sales role focused on selling Druva's products in the large enterprise market and rapidly growing Druva's business in the Western / Southern Region in India. The role will report directly to the Country Manager, India & SAARC.

Please apply only if you have Cloud/storage domain experience

- The ideal candidate should be a highly motivated self-starter who enjoys both the challenges and rewards associated with a successful startup company.

- The ideal candidate will be detail oriented, process driven, and consultative in their sales approach. You should have a consistent track record of success in achieving new customer acquisition, revenue, and channel development targets.

- In addition you should be comfortable selling a solution and technologies within a SaaS startup environment to IT contacts at a variety of levels within an organization.

Responsibilities:

- Manage sales in the assigned territory

- Execute on the full sales cycle end to end at large enterprise accounts, from initial contact to point of sale.

- Identify, qualify, and manage channel partners to scale sales reach in the region. Includes re-sellers and distributors.

- Ensure that partners have the tools and training to successfully sell Druva solutions and that partners are in compliance with the Druva's Partner Program.

- Develop strong, long-lasting relationships with influencers (IT managers, CxOs, etc) at strategic customers.

- Establish awareness of Druva's solution, generate leads, communicate the value proposition, and close large deals in the region.

- Deliver awe-inspiring product presentations and demos, provide timely and insightful responses to customer queries, and recommend creative ways Druva can solve business problems.

- Attain a deep understanding of Druva's solutions and its competitive positioning in the market. Be a subject matter expert.

- Lead creation of proposals and responses to RFIs/RFPs working in conjunction with the Solution Engineer.

- Reporting: Maintain a complete and timely report of the regional pipeline in the assigned territory.

- Prepare, communicate, and execute to a thorough business plan.

- Meet or exceed revenue quota.

Qualifications:

- 8+ years of high-touch enterprise software sales experience (Backup or SaaS experience a plus)

- Experienced in selling into the IT organizations of large enterprises in India. We will want to see strong and consistent earnings background

- Experience managing and selling through a channel.

- A relevant Rolodex of decision makers at channel partners and enterprise companies local to the region

- Strong technical acumen

- Willingness to travel up to 30%, mostly domestic, but internationally as needed.

- Fluency in English

- College degree from a top-tier university (Masters or MBA a plus)

- Able to work from the home office while the region is being developed

Personal Attributes:

- Entrepreneurial spirit: passionate about joining a startup, adaptable to changing situations

- Technologist: understand the problems faced by today's IT organizations and how to apply current technologies to solve them

- Self-starter: take responsibility and do what it takes to get the job done with minimal direction

- Team Player: build relationships across a global organization, sharing and learning from others

- Organized: lead complex efforts and initiatives, breaking them down into tasks, and clearly communicate progress

- Pragmatic: analyze trade-offs and prioritize tasks in order to achieve important objectives

- High professional standards: a commitment to individual and organizational excellence

- Excellent verbal and written communications skills: succinctly and clearly communicate with customers, peers, and management

- Strong quantitative and analytical skills, including a strong sense of intellectual honesty

- Fearless attitude to try new processes and iterate to scale a global sales force