Account Manager - Intl

📌 Core Information

🔹 Job Title: Account Manager - Intl

🔹 Company: Druva

🔹 Location: Pune, Mahārāshtra, India

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: Mon Mar 31, 2025

🔹 Experience Level: 2-5 years

🔹 Remote Status: Not specified, but remote work is an option

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Solo contributor role within a sales team focusing on high retention and expansion strategies
• Managing complex transaction workloads with precision and automation insights
• Enhancing workflow efficiency to secure revenue and mitigate churn risks
• Collaborating with customer success teams to provide a valuable renewal experience

ASSUMPTION: This role is heavily focused on leveraging automation and collaboration to streamline renewal processes and maximize customer retention and growth.

📋 Key Responsibilities

✅ Own and lead the renewals process to preserve and enhance customer contracts and relationships

✅ Engage with decision-makers to ensure on-time commitments and overcome roadblocks

✅ Maintain a 90-day forecast of renewals and report transparently

✅ Negotiate renewal contracts in line with customer goals

✅ Discover upsell and cross-sell opportunities to maximize growth

✅ Develop a playbook for revenue retention during renewal engagements

✅ Formulate account plans with cross-functional teams to expand accounts

✅ Penetrate new business lines within existing accounts

✅ Align Druva solutions with customer’s strategic needs

✅ Leverage partners like AWS/CDW for account planning and navigation

✅ Manage a comprehensive sales funnel utilizing Salesforce.com

✅ Facilitate product demos and manage ongoing account satisfaction

ASSUMPTION: The focus is on strategic account management with an emphasis on expanding customer value through renewals and cross-selling.

🎯 Required Qualifications

Education: Bachelor's degree required

Experience: 2-3+ years in technical sales or account management, ideally in Enterprise SaaS

Required Skills:

• Solid understanding of SaaS applications
• Proven track record in meeting or exceeding personal and team goals
• Ability to create and implement strategic business initiatives

Preferred Skills:

• Experience with data protection/storage or SaaS sales
• Customer success/service experience
• Salesforce proficiency

ASSUMPTION: This role requires a blend of strategic thinking, technical understanding, and sales acumen.

💰 Compensation & Benefits

Salary Range: Not specified, typically competitive within the industry

Benefits:

• Comprehensive health benefits
• Opportunities for professional development and career growth
• Company-sponsored events and network-building opportunities

Working Hours: 40 hours per week with shifts tailored to EMEA and APC markets

ASSUMPTION: Benefits are aligned with industry standards, focusing on health care and career development.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development, particularly data security and protection

Company Size: 1,001-5,000 employees, which provides ample resources while maintaining an agile environment

Founded: 2008, fostering over a decade of innovation in data security solutions

Company Description:

• Leading provider of SaaS data security solutions
• Focus on comprehensive data protection across multiple environments
• Enabling rapid incident response and robust data governance

Company Specialties:

• Enterprise Endpoint Backup
• Data Loss Prevention
• Cloud Server Backup and Archiving

Company Website: http://www.druva.com

ASSUMPTION: The company prioritizes data security across all business processes, making it ideal for professionals focused on data-driven strategies.

📊 Role Analysis

Career Level: Mid-level role suitable for those with several years of experience seeking to deepen their expertise in account management.

Reporting Structure: Likely reports to senior sales management, collaborating closely with customer success teams.

Work Arrangement: On-site with remote possibilities respecting global time zone requirements.

Growth Opportunities:

• Pathways to senior sales roles
• Opportunities to lead multi-regional account strategies
• Participation in comprehensive skill development programs

ASSUMPTION: This role is poised for advancement, particularly for those excelling in strategic account management and revenue growth.

🌍 Location & Work Environment

Office Type: Modern office spaces equipped with collaborative tools

Office Location(s): Primarily in Pune, India

Geographic Context:

• Pune is a vibrant hub for technology companies, offering a healthy work-life balance
• Proximity to educational institutions fosters continual learning and talent influx
• Beneficial business ties within the APAC region

Work Schedule: Adapts to EMEA and APC markets; work-life balance maintained through a structured schedule

ASSUMPTION: The role benefits from its location in a sophisticated tech ecosystem, conducive to professional development.

💼 Interview & Application Insights

Typical Process:

• Initial screening and phone interviews
• Technical and competency assessments
• Panel interviews including peer presentations

Key Assessment Areas:

• Technical skills in SaaS and data management
• Sales acumen and strategic planning
• Interpersonal and negotiation capabilities

Application Tips:

• Highlight experience in SaaS and renewals
• Demonstrate strategic growth initiatives
• Emphasize cross-functional collaboration experiences

ATS Keywords: SaaS Sales, Account Management, Customer Retention, Upselling

ASSUMPTION: The application process will focus on technical skills, proactive sales strategies, and collaborative experiences.

🛠️ Tools & Technologies

• Salesforce.com for CRM and sales tracking
• Automation tools for optimizing sales processes
• Collaboration platforms for cross-departmental synergy

ASSUMPTION: Proficiency in Salesforce and understanding of automation in sales processes will be crucial for success.

👔 Cultural Fit Considerations

Company Values:

• Commitment to innovation and customer success
• Collaboration across diverse teams and geographies
• Integrity in all business operations

Work Style:

• Proactive and self-driven
• Highly communicative and team-oriented
• Flexible in adapting to technological advancements and market shifts

Self-Assessment Questions:

• Am I driven by data and analytics in sales management?
• Do I thrive in fast-paced, dynamically changing environments?
• Can I effectively negotiate and enhance customer relationships?

ASSUMPTION: A positive cultural fit will emphasize collaboration, innovation, and dedicated customer service.

⚠️ Potential Challenges

• Navigating complex renewal negotiations within tight timelines
• Balancing varied customer requirements while maintaining strategic alignment
• Constantly adapting to diverse market needs across EMEA and APC regions
• Implementing automated processes within existing frameworks

ASSUMPTION: Challenges will primarily consist of strategic negotiation and process optimization in a global context.

📈 Similar Roles Comparison

• Similar account manager roles may not offer the same level of automation integration
• Diverse geography coverage distinguishes this role from more regionally focused positions
• Enhanced focus on SaaS renewals compared to traditional account management

ASSUMPTION: This role's unique aspects include a strong emphasis on automation and strategic international account management.

📝 Sample Projects

• Developing an automation process for renewal workflows
• Managing cross-regional campaigns for customer retention
• Collaborating with AWS to enhance account offerings

ASSUMPTION: Sample projects will likely involve strategic planning and technological coordination efforts.

❓ Key Questions to Ask During Interview

• What metrics define success in this role?
• How does Druva support strategic growth within account management?
• What are the key technologies enabling sales automation?
• How does the team navigate cultural diversity among its international clients?
• What opportunities exist for professional development within Druva?

ASSUMPTION: These questions aim to provide clarity on growth potential, support mechanisms, and technological integrations.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Prepare a detailed resume focusing on relevant SaaS and account management experiences
• Tailor your cover letter to highlight strategic initiatives and success stories
• Include specific examples of collaboration with cross-functional teams
• Follow up with the HR team using LinkedIn or company contact details

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.