Account Manager

Company Description

Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.

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 net dollar revenue retention.

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

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

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

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

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

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, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).