Account Manager - SMB

📌 Core Information

🔹 Job Title: Account Manager - SMB

🔹 Company: Druva

🔹 Location: Pune, Mahārāshtra, India

🔹 Job Type: On-site

🔹 Category: Account Management

🔹 Date Posted: March 29, 2025

🔹 Experience Level: 2-5 years

🔹 Remote Status: Remote OK

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Driving and leading the renewals process collaboratively with the account team
• Engaging with key decision-makers to ensure on-time commitments
• Building and reporting accurate forecast of renewals
• Proactively identifying upsell and cross-sell opportunities

ASSUMPTION: The job may require significant interaction and coordination with customer success teams to ensure a seamless renewal process, due to the company's emphasis on customer loyalty and retention.

📋 Key Responsibilities

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

✅ Engage actively with decision-makers to uncover requirements and ensure commitments

✅ Maintain an accurate rolling 90-day forecast of renewals

✅ Negotiate and execute contracts aligning with customer goals

✅ Discover upsell and cross-sell opportunities to drive growth

✅ Develop engagement playbooks to maximize revenue retention

✅ Collaborate on account plans to identify expansion opportunities

✅ Break into new business lines within defined accounts

✅ Align Druva solutions with customer requirements for long-term value

✅ Leverage technology partners to build and navigate account plans

✅ Manage sales funnels and track opportunities in Salesforce.com

✅ Conduct initial product demonstrations and presentations

✅ Manage ongoing accounts for satisfaction and growth

ASSUMPTION: Responsibilities might also include acting as a liaison between various internal teams (e.g., sales, finance, billing) and assisting with finance-related tasks due to the detailed and transactional nature of the role.

🎯 Required Qualifications

Education: Bachelor's degree required

Experience: 3+ years in Technical Sales, Customer Success, or Account Management, preferably in Enterprise SaaS

Required Skills:

• Technical Sales expertise
• Knowledge of Enterprise SaaS applications
• Ability to achieve personal and team goals
• Adaptability to a rapidly changing environment
• Strategic business growth and process creation

Preferred Skills:

• Experience in Data Backup, Data Protection, Storage, or SaaS sales
• Background in Customer Success or Service
• Training in recognized sales methodologies
• Prior experience using Salesforce

ASSUMPTION: Preference may also be given to candidates with a history of working with international or US-based clients, given the working hours and client base.

💰 Compensation & Benefits

Salary Range: Not specified; typically competitive in the SaaS industry

Benefits:

• Comprehensive health insurance
• Retirement planning options
• Professional development support

Working Hours: 40 hours per week, with specific shifts from 5 pm to 2 am or 6 pm to 3 am IST to accommodate US clients

ASSUMPTION: Benefits likely include standard tech industry perks such as remote work flexibility and performance bonuses, aligning with overall compensation strategies in similar roles.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development

Company Size: 1,001-5,000 employees—suggests a well-established medium-sized company offering career growth

Founded: 2008

Company Description:

• Pioneer in SaaS-based data resiliency solutions
• Trusted by numerous global enterprises for robust data security
• Focuses on simplifying data protection and reducing management costs

Company Specialties:

• Enterprise Endpoint Backup
• Data Loss Prevention (DLP)
• Cloud Backup and Disaster Recovery

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

ASSUMPTION: As a leader in its field, Druva likely offers a dynamic and innovation-driven work environment, focused on digital resilience and cloud technology.

📊 Role Analysis

Career Level: Mid-level, suitable for those with several years in the field aiming for growth and leadership

Reporting Structure: Likely reports to senior sales management or a Sales Director

Work Arrangement: Primarily on-site, with some remote flexibility possible considering the nature of the job

Growth Opportunities:

• Potential for advancement to senior account management positions
• Broader roles in customer success or sales strategy planning
• Opportunities to lead cross-functional projects and innovations

ASSUMPTION: Given the focus on account growth and cross-selling, the position likely offers significant exposure to strategic decision-making and client relationship management complexities.

🌍 Location & Work Environment

Office Type: Modern and collaborative setting typical of tech companies

Office Location(s): Primary office in Pune, Maharashtra, with a robust infrastructure supporting tech and customer operations

Geographic Context:

• Pune is a major IT and educational hub in India
• Offers a thriving community for tech professionals
• Rich cultural landscape with diverse lifestyle options

Work Schedule: Primarily night shifts to align with US business hours, may require flexibility for peak demand times

ASSUMPTION: While challenging, working in Pune offers access to a well-built networking environment within the tech industry, beneficial for long-term career prospects.

💼 Interview & Application Insights

Typical Process:

• Initial HR screening and resume review
• First round of interviews with hiring manager
• Technical and role-specific assessments

Key Assessment Areas:

• Understanding of SaaS and technical sales
• Customer relationship management capabilities
• Strategic thinking and problem-solving skills

Application Tips:

• Highlight your experience with enterprise clients and SaaS environments
• Emphasize negotiation and relationship-building skills
• Prepare examples of past successes in sales and retention

ATS Keywords: Technical Sales, Customer Success, Account Management, Enterprise SaaS, Salesforce, Negotiation

ASSUMPTION: Being well-prepared with examples of successful client negotiations and process improvements will be crucial to stand out in the application process.

🛠️ Tools & Technologies

• Salesforce CRM
• Collaboration applications
• Enterprise SaaS platforms

ASSUMPTION: Familiarity with industry-standard CRM tools, especially Salesforce, and collaboration software is essential to succeed in this role.

👔 Cultural Fit Considerations

Company Values:

• Innovation
• Customer Focus
• Integrity and Transparency

Work Style:

• Collaborative and team-oriented
• Proactive problem-solving
• Focus on continuous improvement and learning

Self-Assessment Questions:

• Am I comfortable working predominantly night shifts?
• Can I effectively manage and grow accounts in a SaaS environment?
• Am I skilled at finding and implementing process improvements?

ASSUMPTION: The company likely values adaptability and a strong alignment with its innovative and customer-centric ethos, making cultural fit a significant consideration.

⚠️ Potential Challenges

• Managing work-life balance with night shifts
• Keeping up with technology and product updates
• Navigating complex client account structures
• Meeting aggressive sales targets and deadlines

ASSUMPTION: Effective time management and resilience will be crucial in overcoming the high-demand nature of the role and maintaining personal well-being.

📈 Similar Roles Comparison

• Company B's similar role offers more flexible hours and remote work options
• Company C focuses more on account development with lesser procurement duties
• Role at Company D emphasizes technological design partnerships over sales

ASSUMPTION: Other roles may offer more flexibility or highlight different aspects of account management, such as design and strategic development.

📝 Sample Projects

• Leading a project to streamline the renewal process using automation
• Developing client-specific strategies to increase contract value
• Collaborating on a cross-functional task force to improve customer success outcomes

ASSUMPTION: Participants in such projects will gain significant experience in operational optimizations and cross-team collaboration, enhancing their professional competencies.

❓ Key Questions to Ask During Interview

• How does the team manage client renewals and account retention?
• What are the key metrics for success in this role?
• How does Druva support employee learning and growth?
• Can you describe a typical day for an account manager at Druva?
• What recent initiatives have enhanced customer engagement?

ASSUMPTION: Asking insightful questions during the interview will demonstrate genuine interest in the role and provide clarity on fit and expectations.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the Druva careers page
• Prepare to discuss your experience with SaaS sales and customer success
• Gather examples of how you've improved processes in past roles
• Demonstrate understanding of Druva's values and services in your cover letter
• Be ready for remote interview options given the time zone differences

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