Account Manager - SMB Job in Pune at Druva Inc

Druva is hiring for the role of Account Manager - SMB!

Responsibilities of the Candidates:

• You will own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships
• You will actively engage with key decision-makers to identify customer requirements and uncover roadblocks to ensure on-time commitments
• You will maintain and report an accurate rolling 90-day forecast of renewals in your territory
• You will negotiate and execute renewal contracts that align with customer goals
• You will discover and identify upsell/cross-sell opportunities upon contract renewal to maximize customer growth
• Develop a playbook for renewal engagement maximizing revenue retention
• Build an account 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 unique business and technical requirements to ensure strategic long-term value
• Leverage technology alliance partners like AWS and other VARs like CDW/SHI etc. to build the account plan and navigate the account. 
• Create/Manage a sales funnel of opportunities from start to finish and track in Salesforce.com
• Arranging and helping to conduct initial product demonstrations and presentations
• Ongoing account management to ensure customer satisfaction and to drive additional cross-sell/up-sell opportunities
• Quoting and building the renewal opportunities as well as order forms for the Sales Renewal team.
• Work reactively on cancellation requests.
• Closing out opportunities by cross-checking paperwork and data to ensure accuracy in Salesforce.
• Propose and build processes that will aid in the automation of renewal workflow
• Act as liaison between Finance, Sales, and Customers.
• Assisting the Billing team with collections.

Requirements:

• 3+ years of Technical Sales / Customer Success / Account Management experience preferably within an Enterprise SaaS organization
• Solid understanding of Enterprise SaaS applications and collaboration technology
• Consistent track record of achieving personal and team goals
• History of thriving in a rapidly changing environment
• Ability to grow business strategically, i.e. creating new processes and initiatives
• Bachelor degree required
• Data Backup/Data Protection/ Storage or SaaS sales experience
• Customer Success/Service background
• Formal training in a recognized sales methodology
• Prior experience using Salesforce