Company Description
Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We're looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn't it be great if our working environment-and the tools we use-were designed with people's actual needs in mind? Imagine if every minute at work were well spent-if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots.The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history.Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you'll join us on the journey.
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Team Description
Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.
Role Description
The Account Manager role is responsible for the success of Dropbox's existing customers by developing trusted relationships within EDU and public sector accounts, creating new opportunities via Dropbox's portfolio of products, and driving revenue growth.
We are looking for collaborative and highly engaged Account Manager to drive revenue growth across a set of existing customers and own the customer relationship.
If you are a strong communicator, have ownership mindset, and enjoy building relationships with your customers, then we invite you to apply.
Responsibilities
Sales Capability
- Own, drive and manage the end-to-end customer relationship - ensuring customer retention, renewal and up-sell/cross sell of the entire DBX solution set
- Accurately maintain forecast of your territory and communicate any retention risk to internal resources in order to develop resolution strategies
- Ensure customer satisfaction and delight though alignment to leverage DBX solutions to solve/support customer business priorities.
- Prospect heavily within your install base of accounts and create net new sales pipeline
Business/Commercial/Account Management
- Establish multiple customer touch points by mapping and engaging key stakeholders across the customer organization
- Lead proactive deep discovery conversations to uncover new opportunities within existing accounts and ensure the Dropbox multi-product offering reaches the key stakeholders
- Partner with our Customer Success Managers and Technical Solutions Specialists to develop account plans and strategies to drive revenue growth and market share within these accounts
- Delight every Dropbox customer with each interaction and play a key role in developing the market reputation of Dropbox as we scale and evolve our products to meet business customers' needs
Product/Technical
- Deliver impactful product demos, provide insightful technical answers, and recommend creative ways to get the most out of Dropbox Business
- Support and drive customer understanding of and appreciation for the Dropbox product roadmap
- Be the voice and champion of the customer to the product team and other cross functional organizations.
- Become a strong technical product expert through training and deep utilization of Dropbox core products
General
- Make every potential Dropbox customer happy with every interaction, regardless of deal size or likelihood of close
- Develop a thorough understanding of Dropbox products and maintenance contracts
- Manage, track, and report sales activities and results usingSalesforce
Requirements
- 4+ years experience in a closing sales role (EDU/Public Sector experience preferred)
- Consultative selling experience in growing and retaining existing accounts
- Strong track record of meeting sales objectives such as quota and productivity requirements
- Customer Oriented, Problem-solving & analytical mindset
- Strong negotiation and prospecting skills
- Exceptional presentation, communication, and interpersonal skills
- Compelling communication and influencing skills, including managing stakeholders internally and externally
Total Rewards
Salary/OTE is just one component of Dropbox's total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).
Current Salary/OTE Ranges (Subject to change):
C$165,300 - C$194,500 - C$223,700
Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).