Vice President of SMB Expansion Sales and Renewals

Job Title: Vice President, SMB Sales and Renewals

Location: Pune, India

Reports to: Chief Revenue Officer

Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn , X and Facebook .

Summary:

The Vice President of SMB Sales and Global Renewals at Druva will play a pivotal role in leading and guiding the SMB Expansion sales team as well as the Global Renewals team to ensure the successful retention, growth, and satisfaction of our SMB clients as well as assist and support the renewal efforts globally for our clients. This will require effective strategic planning, prospect research, business development techniques, partnership activities within the assigned account base, and coordination with the field sales leaders and partner ecosystem. Leveraging your strategic mindset and deep understanding of Druvas solutions, you will drive collaboration across teams to align account strategies with overall business objectives and optimize the GTM to minimize friction across the renewal team and SMB expansion sales. The Vice President will contribute to continuously improving account management initiatives and fostering long-term partnerships with our customers to increase our NRR! This person will drive continuous improvement and growth across the teams to expand their knowledge of Druva technologies, focusing on cross-selling, upselling, and retention. This leader will drive a culture of collaboration, have a bias for action, and work closely with our customer experience organization to identify risks within the customer base and ensure CX gets engaged where needed.

Key Responsibilities:

• Leadership and Team Management:
  • Lead, inspire, and mentor the SMB Accounts team and leaders as well as the renewals team to achieve and exceed performance targets.
  • Develop and execute strategies for talent acquisition, training, and professional development within the team.
  • Foster a collaborative and customer-centric culture and aligned to the Druva values.
  • Ensure Druva has a pipeline of candidates to bring into the organization
  • Work with the leaders to identify talent in teams and facilitate their growth within the broader organization
• Client Relationship Management:
  • Build and maintain strong relationships with key customers.
  • Gain an in-depth understanding of customer business objectives and challenges.
  • Proactively address client needs, ensuring a high level of customer satisfaction.
  • Drive timely and meaningful customer touchpoints and drive customer engagement driven by KPI s
• Account Strategy and Planning:
  • Collaborate with the VP s of Sales to develop and implement strategic account plans, Renewal strategies that are aligned with Druvas business goals.
  • Identify opportunities for account growth and expansion with a data driven approach and through the execution of marketing plays and programs
  • Ensure the effective delivery of Druvas solutions to meet or exceed client expectations. Define strategies on how to penetrate accounts.
• Cross-functional Collaboration:
  • Work closely with Sales, Product Management, and Support teams to drive customer success.
  • Provide valuable insights and feedback to internal teams based on client interactions.
• Performance Analysis and Reporting:
  • Analyze key performance metrics to assess the effectiveness of account management strategies.
  • Prepare and present regular reports on account performance, forecasts, and strategic initiatives.
  • Drive MEDDPICC and Sales process adherence
  • Drive the organization to manage active progression in pipeline that drives a predictable outcome and forecast
• Contract Renewals and Upselling/X-sells:
  • Oversee the contract renewal process, negotiating terms with existing clients.
  • Maintain high NRR and build analysis on how NRR is performing.
  • Drive retention strategies to ensure high Gross Retention - both logos and revenue.
• Customer Advocacy:
  • Develop customer advocacy programs to showcase success stories and promote client satisfaction.
  • Act as a liaison between clients and Druva leadership to address concerns and ensure a positive customer experience.
  • Point of contact for customer escalations.

Qualifications:

• Bachelors degree in Business, or a related field
• Proven experience in account management and retention targets within the technology industry, preferably in data protection, cloud services, or related fields.
• Experience selling SaaS/Cloud
• Minimum of 7 years sales leadership experience, preferably in SMB
• Deep understanding of the SMB market and the unique challenges and opportunities it presents.
• Strong strategic thinking and analytical skills.
• Ability to navigate Salesforce.com proficiently and ability to create reports.
• Strong Excel and PPT skills.
• Excellent communication, negotiation, and presentation abilities.
• Familiarity with enterprise software, cloud technologies, and relevant industry trends.
• Must be analytical and metrics driven through all stages of the sales cycle

This job description serves as a guide and is not exhaustive; the Manger may be required to perform other duties as necessary to meet business needs. Management reserves the right to modify responsibilities based on organizational requirements.