Job description

Location: Nordic region - Remote

Type of Employee: Full time

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.

The Role & The Team:

Druva launched a new MSP Program in 2021 that transforms how MSPs go to market, increasing sales velocity, reducing time to activate customers, improving margins and cash flow. The continued success of this program into 2024 has fuelled the need to expand the MSP team in the International region.

The MSP Account Executive for Northern EMEA will own the book of business for this region. This person will be incentivised to find and recruit MSPs that fit the Druva model, accelerate their growth in the first term and continue to grow. The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven and consultative in your sales approach. You should have a consistent track record of success in achieving new customer objectives and revenue targets. In addition, you should be comfortable selling a solution and technologies within a SaaS, startup environment to Managed Services Providers at an executive level.

Sales responsibilities include territory / pipeline management, opportunity identification, analyzing Managed Services Go to Market opportunities around Druva use cases, leading demonstrations, presentations and providing rapid response along with the Solutions Engineer to outstanding technical questions to ensure optimal customer support and service in the sales process.

What You Will Do:

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

Performance Metrics

ARR bookings achievement to quota & forecast accuracy
Net retention and growth within existing MSPs
Completes territory sales plans that meet company standards
Completes required training and development objectives within the assigned time frame

What We Are Looking For:

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)
Demonstrate success within a fast moving, agile company environment
Excellent understanding of the sales process, and the ability to develop and execute a successful MSP focused sales campaign
Champion and develop sales motions internally with your Managed Services Providers
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