Account Manager
2024-03-28
Canada
Dropbox
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
Having sold into IT (preferred)
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 (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 and level they are hired into, location/metropolitan area, skillset, and peer compensation. We target most new hire offers between the minimum up to the middle of the range.
Salary/OTE is just one component of Dropbox’s 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):$165,300 - C$194,500 - C$223,700
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
Having sold into IT (preferred)
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 (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 and level they are hired into, location/metropolitan area, skillset, and peer compensation. We target most new hire offers between the minimum up to the middle of the range.
Salary/OTE is just one component of Dropbox’s 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):$165,300 - C$194,500 - C$223,700