Account Manager

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

Compensation