Location: Denmark, Remote
Type of Employee: Full time
Druva enables cyber, data and operational resilience for every organization with the Data Resiliency Cloud, the industry’s first and only at scale SaaS solution. Customers can radically simplify data protection, streamline data governance, and gain data visibility and insights as they accelerate cloud adoption. Druva pioneered a SaaS-based approach to eliminate complex infrastructure and related management costs, and deliver data resilience via a single platform spanning multiple geographies and clouds. Druva is trusted by thousands of enterprises, including 60 of Fortune 500, to make data more resilient and accelerate their journey to the cloud. Visit druva.com and follow us on LinkedIn, Twitter and Facebook.
The Role & The Team:
Druva launched a new MSP Program in 2021 that transforms how MSPs go to market, increasing sales velocity, reducing time to activate customers, improving margins and cash flow. The success of this program has fuelled the need to expand the MSP team in the EMEA region.
The MSP Account Executive is a hunter sales role focused on selling Druva’s solutions to new MSP partners and existing MSP partners 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 Managed Services Providers at an executive level.
Sales responsibilities include territory / pipeline management, opportunity identification, analyzing Managed Services Go to Market opportunities around Druva use cases, 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.
What You Will Do:
- Focus on increasing market share for Druva’s products through prospecting to Service Providers within assigned region
- Align Druva products to MSP Service Catalogue, aligning Druva’s unique differentiation, aligning to improvement key purchasing decisions for MSPs
- Negotiate and agree to creative and meaningful commercial agreements with Service Providers whether aligning acquisition of net new logos or displacement of existing products
- Plan, coordinate and deliver web-based and onsite product demos
- Work with MSP Partner Consultants to develop new service offerings, commercial modelling, service development and design workshops
- Work with Druva Field to engage with and drive new incremental revenue via the MSP Channel
- Prepare activity and forecast reports as requested and prepare and participate in QBR’s
- Prepare and execute a thorough business plan
- Maintain up-to-date knowledge of Druva’s competitive positioning in the marketplace
- Meet or exceed assigned yearly revenue quota
Performance Metrics
- ARR bookings achievement to quota & forecast accuracy
- Net retention and growth within existing MSPs
- Completes territory sales plans that meet company standards
- Completes required training and development objectives within the assigned time frame
What We Are Looking For:
- Ideally has worked for an MSP in the past and can demonstrate a detailed understanding of their business model
- Proven experience selling to Managed Services Providers (backup or SaaS a plus)
- Demonstrate success within a fast moving, agile company environment
- Excellent understanding of the sales process, and the ability to develop and execute a successful MSP focused sales campaign
- Champion and develop sales motions internally with your Managed Services Providers
- Excellent organizational skills and strong technical acumen
- Backup experience is a requirement, security experience is a strong plus
- Loves to win (ethically), hates to lose with a passion
- Intrinsically motivated, coachable, thrives in team performance
- Excellent time management and communication skills
- Creative thinker, look for new opportunities & ways to increase value of partnership
- Successful experience driving value disruptive change within MSPs
- Scalable with more responsibilities as the company grows
Languages
- English required in addition to Danish
- Preferable to be proficient in at least one or more of Swedish, Finish, German or Dutch
Preferred Location
- Denmark
- Role will be a home based
