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Dropbox // cloud storage
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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 

Preferred Qualifications

  • Sold into IT 
  • Certified formal sales methodology training 
  • SaaS/PaaS specific sales experience 

Total Rewards

Dropbox takes a number of factors into account when determining individual starting pay, including job & level they are hired into, location/metropolitan area, skillset, & peer compensation.  We target most new hire offers between the minimum up to the middle of the range.

Dropbox is a Virtual First company & is open to hiring candidates in all authorized locations. However, for this role, the locations posted are preferred.

Salary/OTE is just one component of Dropboxs 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):
US Zone 1: $157,700 - $185,500 - $213,300.
US Zone 2: $142,000 - $167,000 - $192,000.
US Zone 3: $126,100 - $148,400 - $170,700.
 
Dropbox uses the zip code of an employees remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:
US Zone 1: San Francisco metro, New York City metro, or Seattle metro
US Zone 2: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington (outside Seattle metro), Washington DC metro & West Virginia (DC metro)
US Zone 3: All other US locations 

 
 
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