Full-Time

MSP Account Executive

Posted on 10/17/2024

Druva

Druva

1,001-5,000 employees

Cloud-based data protection and management solutions

Data & Analytics
Enterprise Software
Cybersecurity

Junior, Mid

Remote in UK

Home-based role with regular travel.

Category
Strategic Account Management
Sales & Account Management
Requirements
  • Ideally has worked for an MSP in the past and can demonstrate a detailed understanding of their business model
  • Proven experience selling to Managed Services Providers (backup or SaaS a plus)
  • Excellent understanding of the sales process, and the ability to develop and execute a successful MSP focused sales campaign
  • Excellent organizational skills and strong technical acumen
  • Backup experience is a requirement, security experience is a strong plus
  • Loves to win (ethically), hates to lose with a passion
  • Intrinsically motivated, coachable, thrives in team performance
  • Excellent time management and communication skills
  • Creative thinker, look for new opportunities & ways to increase value of partnership
  • Successful experience driving value disruptive change within MSPs
  • Scalable with more responsibilities as the company grows
  • English required, a second language relevant to the Southern EMEA region advantageous
Responsibilities
  • Focus on increasing market share for Druva’s products through prospecting to Service Providers within assigned region
  • Achieve quarterly targets for both ARR and NNL recruitment
  • Align Druva products to MSP Service Catalogue, aligning Druva’s unique differentiation, aligning to improvement key purchasing decisions for MSPs
  • Negotiate and agree to creative and meaningful commercial agreements with Service Providers whether aligning acquisition of net new logos or displacement of existing products
  • Plan, coordinate and deliver web-based and onsite product demos
  • Work with MSP Partner Consultants to develop new service offerings, commercial modelling, service development and design workshops
  • Work with Druva Field to engage with and drive new incremental revenue via the MSP Channel
  • Prepare activity and forecast reports as requested and prepare and participate in QBR’s
  • Prepare and execute a thorough business plan
  • Maintain up-to-date knowledge of Druva’s competitive positioning in the marketplace
  • Meet or exceed assigned yearly revenue quota

Druva provides data protection and management solutions designed for the cloud. Its main product is a cloud platform built on Amazon Web Services (AWS) that ensures enterprise data remains safe and accessible. This platform is scalable and operates autonomously, allowing it to manage increasing data volumes without manual input. Druva primarily targets large enterprises across various industries, including technology, finance, and healthcare, offering its services through a Software-as-a-Service (SaaS) model. This subscription-based approach allows clients to reduce upfront costs and scale services as needed, while Druva benefits from predictable revenue and long-term relationships with customers. Unlike many competitors, Druva eliminates the need for physical hardware and complex software management, helping clients cut costs by up to 50%. The company's goal is to provide reliable data resiliency and security for organizations in a rapidly evolving digital landscape.

Company Stage

Series H

Total Funding

$462M

Headquarters

Santa Clara, California

Founded

2008

Growth & Insights
Headcount

6 month growth

2%

1 year growth

3%

2 year growth

0%
Simplify Jobs

Simplify's Take

What believers are saying

  • Expansion into ASEAN with NEXTGEN Group boosts Druva's regional market presence.
  • AI tools like Threat Hunter attract clients seeking advanced data protection solutions.
  • Managed DDR service combines tech and human expertise for proactive threat monitoring.

What critics are saying

  • Emergence of competitors like Revyz could challenge Druva's SaaS market share.
  • Loss of key personnel, such as David Natker, might impact strategic partnerships.
  • Expansion into new regions may strain Druva's resources if not managed properly.

What makes Druva unique

  • Druva offers a unique SaaS-based platform for data security, eliminating hardware needs.
  • The platform is built on AWS, ensuring global accessibility and infinite scalability.
  • Druva's AI-powered tools like Dru Investigate enhance cybersecurity with natural language interfaces.

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