Regional Vice President - India and SAARC

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

• Druva is looking to hire an experienced RVP to lead our sales into India and SAARC countries across all segments (SMB, MidComm, Enterprise).
• This business is circa $6m of Annual Recurring Revenue and >300 customers
• Reporting to the VP of International Markets (currently Nick Turner, based in the UK) this individual will be responsible for revenue generation across the India and SAARC region; New Business, Existing customer sales & renewals via all routes to market, namely Direct sales, Channel & distribution led sales, Dell Technologies OEM Alliance sales & AWS Marketplace sales.
• This position is available following an incredibly successful 8 year tenure of our current RVP Sales India & SAARC who is leaving the company to pursue a new project.

Vital Few

• Face of the business. This individual must have the credibility, network and relevant experience to lead Druva’s business in this region.
• Operational command of the business. This role is all about managing an established SaaS business; forecasting bookings revenue as well as churn and downsell on a weekly/ monthly/ quarterly basis.
• Coach and Mentor. This individual will be working closely with a team who will look to him/her to guide, coach and develop them both tactically through deals and opportunities as well as more strategically in terms of their personal development and growth.
• GTM Ecosystem. This individual will need to represent and lead Druva with our multiple routes to market. Druva is a channel and alliance focused business.
• Judgement & accountability. This individual will be highly autonomous and will thrive in such an environment, taking responsibility for the outcomes associated with the India & SAARC region.
• Proven track record. This individual will come to Druva having demonstrated running a SaaS business of a similar size.

Responsibilities

• General management of all India & SAARC team resources. Only Sales Account Executives will be this individual’s direct reports but he/ she will be expected to lead Druva’s  resources  across the region; he/ she will be a matrix leader to these other team members.
• Represent Druva in customer interactions, partner events, marketing activities, tradeshows etc.
• Review and make adaptions to Druva’s GTM strategy for the India & SAARC region where appropriate
• Regional coverage model
• Account segmentation
• Partnerships etc.
• Travel regularly and widely across the region to support Druva’s GTM objectives.
• Work closely with our Inside Sales & Renewals organisation, based in Pune who are responsible for some of the smaller customers in the region.
• Conduct weekly forecast with direct reports; report numbers up to VP International Markets on a weekly basis

Experience & characteristics 

• The successful applicant will have managed a sales team(s) before that meets the following criteria
• India & SAARC
• SaaS technology vendor, preferably US headquartered
• Selling via channel ecosystems across the region
• Understanding of SaaS marketplaces (AWS, Azure)
• Domain experience is preferred (data protection, data management, data security, data security posture management etc.)
• Span of control of at least 4-8 sales account executives
• The successful applicant will be
• Motivated; to be a success in the role
• Autonomous; to drive and run the business and make appropriate decisions from a local perspective
• Have high energy, strong enthusiasm for our company and our mission
• Credible; to Druva’s customers, partners, team members and executives
• A creative, strategic thinker who is able to offer suggestions for improving the business

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.