JumpCloud
201-500 employees
Information Technology and Services
Computer Software
Cybersecurity
About JumpCloud
JumpCloud is a cloud-based directory platform that provides secure, centralized management of user identities, devices, and access to IT resources. Its mission is to simplify and secure IT infrastructure by offering a comprehensive Directory-as-a-Service (DaaS) solution that integrates with various systems, applications, and networks. JumpCloud's platform enables organizations to manage user authentication, device management, and access control across cloud and on-premises environments, enhancing security and operational efficiency. The company serves a broad range of industries and is recognized for its innovative approach to identity and access management in the modern IT landscape.
📋
Description
- JumpCloud is seeking a seasoned Account Manager to steward our most strategic India enterprise customers. This is a high-visibility role for a commercial leader who will own the retention and growth of our top-tier accounts, acting as a trusted advisor to C-level IT and Security executives. Crucially, you will navigate this landscape by leveraging strong partnerships, working hand-in-hand with our channel ecosystem to drive value.
- Your primary mission is to protect and grow a significant Book of Business. You will drive deep account engagement through Executive Business Reviews (EBRs), roadmap discussions, and strategic value mapping. By analyzing customer health and usage data, you will proactively identify risks and uncover opportunities for cross-selling and significant expansion.
- You will also drive Channel Synergy: You will collaborate closely with Value Added Resellers (VARs), System Integrators (SIs), and MSPs. You understand that success in the India market is often partner-led, and you will coordinate with partners to streamline renewals, identify expansion opportunities, and drive co-sell motions.
- Success in this role requires tight coordination and commercial maturity. You will lead the account strategy, aligning Customer Success, Marketing, Channel teams, and Leadership to ensure your customers achieve their outcomes. You will also own the commercial integrity of the account, maintaining accurate forecasts for Net ARR and renewal rates.
- **What We’re Looking For:**
- Channel & Partner Experience: Demonstrated success working with and through channel partners (VARs, MSPs, SIs) in the India region. You understand the mechanics of partner-led growth, deal registration, and maintaining healthy channel conflict resolution.
- Consistent Experience: A stable career history demonstrating tenure and progression within Enterprise SaaS organizations.
- Proven Track Record: A documented history of consistent over-performance against quota (renewals and expansion). You can point to specific wins and long-term customer growth you orchestrated directly or with partners.
- Education: Bachelor’s degree required; MBA is highly preferred.
- Travel: Willingness and ability to travel up to 25% for onsite customer engagement, partner meetings, QBRs, and industry events within India.
- Methodology: Deep familiarity with complex sales methodologies (Challenger, MEDDIC, SPIN).
- **Why JumpCloud?**
- Impact: Manage the accounts that matter most to our business.
- Growth: Clear career progression in a fast-scaling global company.
- Flexibility: 100% Remote within India with opportunity for Travel.
- **Location:**
- This role is remote in India. You must be located in and authorized to work in India.
- **Language:**
- The internal business language is English. Fluency in English is required.
- **Why JumpCloud?**
- If you thrive working in a fast, SaaS-based environment and are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You’ll work with talented teams passionate about our mission. We value human connection and diversity.
- Please submit your résumé and a brief explanation of why you are a good fit. JumpCloud® is an equal opportunity employer and does not accept third-party resumes. Be aware of scam notices and only communicate through official channels.
🎯
Requirements
- Demonstrated success working with and through channel partners (VARs, MSPs, SIs) in India.
- Understanding of partner-led growth, deal registration, and conflict resolution.
- Stable career history within Enterprise SaaS organizations.
- Proven over-performance against quota (renewals and expansion).
- Bachelor’s degree required; MBA preferred.
- Willingness to travel up to 25% within India.
- Deep familiarity with complex sales methodologies (Challenger, MEDDIC, SPIN).
- Fluent in English, both written and spoken.
🏖️
Benefits
- 100% remote work within India.
- Opportunity for travel within India up to 25%.
- Work in a fast-growing global SaaS company.
- Career progression opportunities.
- Collaborative and inclusive company culture.
- Work with a talented, passionate team.