Role Description

The Account Manager role is responsible for the success of Dropboxs existing customers by developing trusted relationships within accounts, creating new opportunities via Dropboxs portfolio of products, & driving revenue retention.

We are looking for collaborative & highly engaged Account Manager to drive revenue growth across a set of existing customers & own the customer relationship. 

If you are a strong communicator, have ownership mindset, & enjoy building relationships with your customers, then we invite you to apply. 

Responsibilities

Sales Capability

• Own, drive & manage the end-to-end customer relationship ensuring customer retention, renewal & up-sell/cross sell of the entire DBX solution set
• Accurately maintain forecast of your territory & communicate any retention risk to internal resources in order to develop resolution strategies
• Ensure customer satisfaction & delight through alignment to leverage DBX solutions to solve/support customer business priorities. 
• Prospect heavily within your install base of accounts & create net new sales pipeline 

Business/Commercial/Account Management

•  Establish multiple customer touch points by mapping & engaging key stakeholders across the Customer organization
•  Lead proactive deep discovery conversations to uncover new opportunities within existing accounts & ensure the Dropbox multi-product offering reaches the key stakeholders
•  Partner with our Customer Success Managers & Technical Solutions Specialists to develop account plans & strategies to drive revenue growth & market share within these accounts 
•  Delight every Dropbox customer with each interaction & play a key role in developing the market reputation of Dropbox as we scale & evolve our products to meet business customers needs

Product/Technical

• Deliver impactful product demos, provide insightful technical answers, & recommend creative ways to get the most out of Dropbox Business 
• Support & drive customer understanding of & appreciation for the Dropbox product roadmap 
• Be the voice & champion of the customer to the product team & other cross functional organizations. 
• Become a strong technical product expert through training & deep utilization of Dropbox core products
• Build strong cross functional relationships with CSMs & Solutions Consultants to help with technical discovery, troubleshooting & 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 & maintenance contracts 
•  Manage, track, & report sales activities & 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 & Highly Engaged approach 
• High level of self-motivation
• Exhibit a can-do attitude & a willingness to go the extra mile to accomplish tasks & overcome obstacles
• Ability to approach projects with enthusiasm, determination, & a solution-oriented mindset
• Strong SaaS Technical acumen
• Working knowledge of MS Office Suite (Word, Excel, & PowerPoint) & G-Suite
• Knowledge of Salesforce.com & 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 & prospecting skills
• Customer Oriented, Problem-solving & analytical mindset 
• Embraces challenges as opportunities
• Strong Track record of meeting sales objectives such as quota & productivity requirements