Account Executive - Large Enterprise and Mid-Market

Job Location : New Delhi 

Druva is hiring an exceptional  Account Executive for Delhi, 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  India.  The role will report directly to the Country Manager, India & SAARC.

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 resellers 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:

• 10+ 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..

• Fluency in English
• College degree from a top-tier university (Masters or MBA a plus)

 Personal Attributes:

• Entrepreneurial spirit: passionate about joining a startup, adaptable to changing situations
• Technologist: understand the problems faced by todays 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