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Director, Customer Renewals

Company: Druva
Location: Sunnyvale
Posted on: December 5, 2019

Job Description:

Director, Customer Accounts and Renewals (Global)Sunnyvale, CAPOSITION RESPONSIBILITIES Director - Customer Accounts and Renewals (GLOBAL) is responsible for leading our inside sales teams by overseeing sales, operations and strategies for existing customers of Druva's Cloud solution. This will be strategic role leading our Customer Accounts and Renewals teams to identify upsell and cross sell opportunities within our rapidly expanding customer base, while working cross functionally with our multi-tier channel ecosystem to advocate for our customers.The Director, Customer Accounts and Renewals plays an integral role in the success of Druva's Renewal business. Reporting to the VP of Global Sales Operations, s/he will support and assist in the following key functions:Responsible for the Global strategy, coordination, as well as managing and leading regional teamsAble to analyze the business, create and execute on plans and projects that focus on exceeding the quotas, internal efficiencies and partner/customer satisfactionResponsible for the team quota attainment and overachievement, up sell/cross sellCreates renewals business strategies and successfully executes on themEducates team on significant industry factors including competitive products, regulations, trendsSupport in negotiation of contracts or large renewal agreementsPrepares and executes on business growth plansDevelops strong, positive relationships with partners and internal teamsServe as an authoritative source knowledge for Druva's Renewal Portfolio Oversee management of the renewal forecast in close partnership with Sales, Marketing and FP&A. Partner directly with senior-level sales leadership on strategic, high-visibility and/or high-value deals to drive close process.Contribute to and assist in executing the larger Blackboard renewal strategy in alignment with Druva's corporate strategies.Lead the annual renewal planning process, including the establishment of the pool and the calculation of annual renewal rates.Develop and maintain a renewal pool management strategy to ensure ongoing visibility and key stakeholder alignment on changes throughout the year.Provide renewal operations support to Sales, whether the renewal resources are internal or external.Oversee the coordination of resources, and cross-functional operational alignment.Ensure that clients renew yearly license subscription within the time frame defined in client contracts, Deal Consultation and the Sales leadership.Required SkillsBachelor's Degree requiredAt least ten years of sales management experience is requiredAt least three years of managing teamsMust be a high performing sales manager with a proven track record of consistently exceeding established measurements for goals and objectivesExperience in Renewals sales is requiredExperience compiling, querying, analyzing and reporting data, strong forecasting skillsExperience in working with complex agreement offerings and coaching to position the benefits of those offerings for customersSalesforce. Com, SalesLoft as well as MS Office/G-Suite package proficiencyMust be a skilled motivator with demonstrated ability to coach and develop renewals staff to exceed targeted sales objectives and deliver high quality service to customersExceptional management and communication skills (verbal and written)Strong people development skillsMust be a high-energy, motivated self-starter Druva is an equal opportunity workplace and employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please let us know.To all recruitment agencies: Druva does not accept agency resumes. Please do not forward resumes to our jobs alias, Druva employees or any other company location. Druva is not responsible for any fees related to unsolicited resumes. PandoLogic. Keywords: Sales Manager, Location: Sunnyvale, CA - 94085

Keywords: Druva, Sunnyvale , Director, Customer Renewals, Other , Sunnyvale, California

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