DronaHQ is a modern toolset to build web & mobile frontend applications blazing fast. With over a dozen large enterprise customers & over 9000 signups and nearing a 5mnn$ ARR.
We are a team of 40+ highly motivated and passionate engineers responsible for building the product, acquiring customers & helping them onboard & build internal tools
Engineering teams need to spend considerable hours building internal tools for sales, growth, revenue ops & other teams. This often gets deprioritized, or it impacts the launch of features. We believe that DronaHQ is a right tool for such time pressed, bandwidth challenged engineering teams who can use DronaHQ to build internal tools at 10x speed.
To know more about us, visit us https://www.dronahq.com
The Role
This is a result oriented role in terms of Business expansion & Revenue Growth.
Create revenue strategies, account plans and business processes for dedicated account management.
Working in a defined geographic territory, you will proactively engage with targeted companies, as well as follow up and close on various sources of inbound leads.
The candidate for this position will excel at creating and closing new opportunities by using a consultative approach to selling and using their expertise to identify prospects, build meaningful customer relationships, and drive momentum across multiple opportunities by guiding prospective clients on their Expense Management journey. Ideal candidate will hold strong knowledge technologies and experience of SAAS/PAAS sales.
Indian and US companies will be the primary target market.
Strategy :
Utilize a structured approach for identifying and measuring the quality of potential new business initiatives.
Proactively prospect in the Territory to create opportunities & interact with top management level. Map out the key players for potential new business initiatives and determine/document an appropriate sales strategy.
Develop an understanding of political relationships and their impact on buying behaviors within the account in order to determine appropriate sales approach for each level within the organization.
Consultative Sales :
Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaign.
Execute high-quality one on one discussions utilizing advanced questioning and influencing skills with customer IT business leaders. The objective being to influence the corporate strategy regarding the use of its Solutions.
Execute high-quality one on one discussions utilizing advanced questioning and influencing skills with IT / CIO level managers.
Opportunity Management :
Maintain the Account Plan in accordance with the established Account Plan standard.
Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Early in the pipeline Opportunity reviews.
Continuously develop the account to ensure repeat business combined with a proactive focus on developing new business opportunities.
Ultimate goal:
Qualification
More than 6 years of business development / sales experience in IT industry with a track record of successful performance (new orders).
Ability and experience to close enterprise deals, US market experience will be preferred
Revenue generation and target achievement mindset
Education: University degree (or equivalent) in BE, BTech, BCA & business administration.
Situational Sensitivity Ability to assess the effect of his/her activities on other people. He/she is interested in mutual understanding. Makes friends easily and sets up a network of relationships. Correctly judges the importance of the formal and informal authorities and possibilities within the customer's and organization.
Motivation and Inspiration Good coordination skills, the ability to motivate, inspire and collaborate with team, BUs (utilizing her/his professional expertise). He/she has enthusiasm for the job, willingness to travel, encourages others and copes well under pressure.
Able to work effectively with individuals from multiple cultures and background. In case you have acquired your skills in alternative ways your application is just as well appreciated.
