Expand Account Executive (DACH)

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Requirements:

• SaaS industry experience
• Data protection/ management expertise
• At least 5 years sales experience
• Collaborative team player - you will be a part of an integrated EMEA & DACH team; working closely with the DACH SE, Partner Sales Channel Manager, Field Marketing Lead and your sales colleague covering DACH new business opportunities.
• A proven ability to grow existing customer relationships
• History of thriving in a rapidly-changing environment
• Prior experience using Salesforce CRM, Clari and Sigma

Responsibilities:

• Own, drive, and lead the Customer relationship working in collaboration with the Renewals and Customer Success teams to preserve and grow customer contracts and develop relationships.
• Actively engage with key decision-makers to identify customer requirements, priority programs, cloud strategy and proactively address objections to ensure on-time contract renewals.
• Maintain and report an accurate rolling 180 -day forecast of Renewals, Cross and Upsell opportunities in your territory
• Negotiate and execute new, existing and amendment Customer contracts.
• Discover and identify upsell/cross-sell opportunities ahead of contract renewal to maximize annual contract value (ACV) growth
• Build a Territory plan with the respective cross-collaboration teams (Renewals, Customer Success, etc.) to identify areas to expand the account with upsells, cross-sells and multi-product adoption.
• Break into new lines of business groups within the defined accounts.
• Map Druva solutions to the customer’s priority programs, Cloud and technical requirements to ensure strategic long-term value
• Leverage Technology Alliance partners; ISV’s, OEM’s MSP;’s VAR’s etc to build relevance, brand awareness, reach and scale to the territory plan
• Create/Manage a sales funnel of opportunities from start-to-finish and track in Salesforce.com and Clari.
• Work closely with the SE to arrange and conduct initial product demonstrations and presentations
• Meet allocated sales quota measured by Subscription ACV.