Senior Account Manager

Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We develop relationships that transform how companies collaborate and stories that shape how they see Dropbox. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with senior leaders to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team. Areas of work include Sales Enablement, Sales Analytics, Customer Success, Account Management, Business Development, Channel Partnerships, Enterprise Sales, and Sales Operations.

Role Description

The Senior 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 & negotiator, have ownership mindset, and enjoy building relationships with your customers, then we invite you to apply. 

Responsibilities

•  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

•  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 territory plans, account plans and account 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

•  Deliver impactful product demos, provide insightful technical answers, and recommend creative ways to get the most out of Dropbox Business 
•  Become a strong technical product expert through training and deep utilization of Dropbox core products
•  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. 

•  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

• 6+ years of experience as an Account Manager or Account Executive in a closing sales role
• Consultative selling experience resulting in growing existing accounts 
• Strong Track record of meeting sales objectives such as quota and productivity requirements
• Strong SaaS, Technical and Commercial acumen
• Prior experience selling into IT 
• Strong negotiation and prospecting skills
• Working knowledge of MS Office Suite (Word, Excel, and PowerPoint) & G-Suite
• Knowledge of Salesforce.com and Slack
• Training in formal sales methodology 
• Bachelor's Degree or equivalent required
• Capability to work in a Virtual First environment 

Compensation

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.