Account Manager - SMB

Role Overview: You are a passionate and hungry SMB Account Manager at Druva, playing a crucial role in a Sales team known for exceptional retention rates and expansion through cross-sells & upsells. Your dedication to driving business processes, managing heavy transaction workloads with precision, and incorporating automation into workflows will contribute to securing revenue before subscription expiration, thus mitigating the risk of churn. Your role demands strong passion, priority management, and interpersonal skills. Key Responsibilities: - Own, drive, and lead the renewals process in collaboration with the account team to preserve and enhance customer contracts and relationships. - Actively engage with key decision-makers to identify customer requirements and address any roadblocks. - Maintain and report an accurate rolling 90-day forecast of renewals in your territory. - Negotiate and execute renewal contracts aligning with customer goals. - Identify and capitalize on upsell/cross-sell opportunities during contract renewals to maximize customer growth. - Develop a playbook for renewal engagement to maximize revenue retention. - Collaborate with cross-functional teams to build an account plan for upsells, cross-sells, and multi-product adoption. - Identify new business groups within the defined accounts. - Map Druva solutions to customers" unique business and technical requirements for long-term value. - Utilize technology alliance partners like AWS and VARs to navigate accounts. - Manage a sales funnel of opportunities from start-to-finish and track in Salesforce.com. - Arrange and assist with initial product demonstrations and presentations. - Ensure customer satisfaction through ongoing account management and drive additional cross-sell/up-sell opportunities. Qualifications Required: - 3+ years of Technical Sales / Customer Success / Account Management experience, preferably in an Enterprise SaaS organization. - Solid understanding of Enterprise SaaS applications and collaboration technology. - Proven track record of achieving personal and team goals. - Ability to thrive in a rapidly-changing environment. - Experience in growing business strategically by creating new processes and initiatives. - Bachelor's degree required. Additional Details: You will be working with US customers, requiring work hours from 5 pm to 2 am or 6 pm to 3 am IST.,