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, and driving net dollar revenue retention.

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

If you are a strong communicator, have an 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
• Build compelling business case, pricing proposal & business review presentations 

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

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

• 3-4 years experience in a closing a sales role
• Having sold into IT (preferred)
• Consultative selling experience in growing existing accounts 
• Strong Track record of meeting sales objectives such as quota & productivity requirements
• Customer Oriented Problem Solving & analytical mindset 
• Commercial Acumen
• Strong negotiation & prospecting skills
• Certified sales methodology training (preferred)
• Strong SaaS Technical acumen
• Knowledge of Salesforce.com (required)
• Bachelors Degree or equivalent required
• Capability to work in a Virtual First environment