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Account Manager
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Job Location
Job Summary
The Account Manager role at Dropbox is responsible for developing trusted relationships with existing customers, creating new opportunities via Dropbox's portfolio of products, and driving revenue retention. The ideal candidate will be a strong communicator with an ownership mindset, able to build relationships with customers and drive sales growth across a set of existing accounts. With 4+ years of experience in closing sales roles, the Account Manager will own and manage the end-to-end customer relationship, ensuring customer satisfaction and delight through alignment to leverage DBX solutions to solve/support customer business priorities. The role also involves prospecting heavily within the install base of accounts, creating net new sales pipeline, and partnering with Customer Success Managers and Technical Solutions Specialists to develop account plans and strategies. Dropbox offers flexible remote work options, $4,000/year travel stipends, and equity in a fast-growing company. If you are a collaborative and highly engaged individual with strong communication skills, a willingness to go the extra mile, and a solution-oriented mindset, then this role may be for you.
Role Description
The Account Manager role is responsible for the success of Dropbox’s existing customers by developing trusted relationships within accounts, creating new opportunities via Dropbox’s portfolio of products, and driving revenue retention. 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 through 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
Build strong cross functional relationships with CSMs and Solutions Consultants to help with technical discovery, troubleshooting and validation
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 using Salesforce
Requirements
4+ years experience in a closing sales role
Prior experience selling into IT
Former BDR experience
Commercial Acumen
Certified sales methodology training
Collaborative and Highly Engaged approach
High level of self-motivation
Exhibit a can-do attitude and a willingness to go the extra mile to accomplish tasks and overcome obstacles
Ability to approach projects with enthusiasm, determination, and a solution-oriented mindset
Strong SaaS Technical acumen
Working knowledge of MS Office Suite (Word, Excel, and PowerPoint) & G-Suite
Knowledge of Salesforce.com and Slack
Bachelor's Degree or equivalent required
Capability to work in a Virtual First environment
Preferred Qualifications
Consultative selling experience in growing existing accounts
Strong negotiation and prospecting skills
Customer Oriented, Problem-solving & analytical mindset
Embraces challenges as opportunities
Strong Track record of meeting sales objectives such as quota and productivity requirements
