Enterprise Account Executive

7 months ago

Singapur, Singapore Druva Full time

Full Time, Permanent

The Company:

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

You will be part of our Sales team in APAC where market opportunity is driving us to expand our sales team to cover the Greater China region. Working for the Regional Sales Director, ASEAN, you will be responsible for generating new business sales revenue from SaaS subscriptions within the corporate and enterprise customer markets in region. You will be part of our Singapore team and will collaborate and work closely with teammates.

Your responsibilities will encompass territory and pipeline management, identifying opportunities, and qualifying IT backup, disaster recovery & SaaS application protection requirements for clients. Additionally, you will lead demonstrations, presentations, and work closely with the Sales Engineer to provide rapid responses to technical queries, ensuring optimal customer support throughout 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. 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. As a Druva Enterprise Account Executive you will be helping these organizations protect their server workloads, their cloud applications as well as their endpoint devices. Your contribution to improving the data protection and security posture of and for your customers will be a significant motivator for you.

What You Will Do:

Win net new customers for Druva within assigned territory/ region Upsell & cross-sell complimentary Druva SaaS products into existing customer accounts 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. 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:

Build a business that (when seller is fully trained and productive) can generate annual ACV sales of at least $1m Build a pipeline of at least 3-4x sales quota within 180 days Meet a 1st year quota of c. $600-700k (Druva invests in this individual and supports the quota in the first year) Develop a strong Partner First Culture Find, develop and close sales opportunities for each of Druva’s SaaS offerings  Manage a forecast made up of small ( $250k) annual ACV opportunities across the region Work closely with extended team and colleagues including; Sales Engineer, Regional Channel Leader, SDR, VP Sales etc.)

What We Are Looking For:

University Degree preferred Minimum of 5 years of sales experience in enterprise software sales  Demonstrate success within a small company environment Possess a strong network, both with end-users and VARs / MSPs local to the region Driven, highly motivated to succeed in environments that may lack process Excellent organizational skills and strong technical acumen Has a solid and seasoned set of sales experiences which have ideally taken this individual through a sales career development path from Junior sales or business development through to enterprise sales SaaS vendor experience useful Data protection industry experience useful High energy, comfortable telling the ‘disruptor’ narrative Comfortable in startup / building something up from scratch; has ideally done something similar before May have performed ‘early stage’ / ‘first person in territory’ sales in specific region for a technology vendor following launch Resilient personality Loves learning Is interested in market disrupting technology and being part of a shift away from traditional data centre / infrastructure and software to native cloud

Additional Details:

Candidates will ideally be based in Singapore and a Singaporean national or have permanent residency status Druva offers competitive salaries (50%/50% base and variable) Druva is an equal opportunities employer.

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