Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected world. Visit druva.com and follow us on LinkedIn, X and Facebook.
The Role & The Team
The Hybrid Account Executive is primarily a hunter/new business sales role but also managing some existing accounts and renewals. The person will be focused on selling Druva’s solutions to new prospects and upselling/cross selling into the existing install base within a defined sales territory. The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven and consultative in your sales approach. You should have a consistent track record of success in achieving new customer objectives and revenue 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.
Sales responsibilities include territory / pipeline management, opportunity identification, qualifying and leading Cyber protection requirements, IT backup, disaster recovery & SaaS application protection requirements for Corporate clients, leading demonstrations, presentations and providing rapid response along with the Solutions Engineer to outstanding technical questions to ensure optimal customer support and service in the sales process.
This is an exciting opportunity. Druva customers are fed up with the status quo of managing legacy solutions for backup, recovery, disaster recovery & long term retention. More importantly, they are concerned about Cyber protection and the lack of capability to successfully recover their data with their legacy protection solutions. They are engaging with our sales and technical teams to learn how to break out of these legacy constraints and move to a self-service, native cloud solution, 100% SaaS, utilizing opex budgets and aligning to business imperatives such as significant cost reduction and reduced dependencies on operating data centres.
What You Will Do:
- Win net new customers for Druva within assigned territory/ region (AUS/NZ).
- Upsell & cross-sell complimentary Druva SaaS products into new customers accounts within the first financial year of winning the customer.
- Manage the SaaS sales cycle (prospect, demonstrate, POC, negotiate & close).
- Work with an extended virtual team (SE, Partner Manager, Sales Manager, Legal, Marketing etc.) to drive results within assigned territory/ region.
- Druva is a Channel First business! Partnering with the channel to drive incremental revenue is key for our company and for your success.
- Druva has many important strategic alliances. Chief amongst which are AWS & Dell Technologies. You will work collaboratively to drive forward mutually beneficial agendas.
- Be operationally in control of your business; learn, operationalise and execute Druva’s systems and processes.
- Maintain up-to-date knowledge of Druva’s competitive positioning in the marketplace
- Meet or exceed assigned yearly revenue quota.
Expectations
- Generate annual contract value (ACV) sales of at least the designated quota.
- Will build a pipeline of at least 3-4x sales quota within 180 days
- Will manage a forecast made up of small (<$50k), medium ($50-250k) and large (>$250k) annual ACV opportunities across the region
- Will work closely with extended team and colleagues including; Systems Engineer, Regional Channel Leader, SDR, RVP Sales etc.)
What We Are Looking For:
- 5+ years experience in an Account Executive where you have exceeded your sales plan each year and can document the success
- Ideally bring sales experience in the IT industry, and preferably experience selling SaaS solutions.
- Experience selling data protection/security solutions preferable.
- Experience working with and driving incremental revenue through partner community.
- Demonstrable track record of achieving sales targets
- Effective at building relationships at multiple levels within a client and partner organisation.
- Continuous learner and student of the game - you want to constantly get better
- Ability to understand business value and the business drivers around IT
- You strive for greatness and push yourself
- The desire to support a great work environment via positive, professional, and ethical conduct
- Willingness to travel 1-2 days a week to visit clients.
- Candidates must be based in and eligible to work in Australia without visa sponsorship.
