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 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, have 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
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
Build strong cross functional relationships with CSMs and Solutions Consultants to help with technical discovery, troubleshooting and validation
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
4+ years experience in a closing sales role
Prior experience selling into IT
Former BDR experience
Commercial Acumen
Certified sales methodology training
Collaborative and Highly Engaged approach
High level of self-motivation
Exhibit a can-do attitude and a willingness to go the extra mile to accomplish tasks and overcome obstacles
Ability to approach projects with enthusiasm, determination, and a solution-oriented mindset
Strong SaaS Technical acumen
Working knowledge of MS Office Suite (Word, Excel, and PowerPoint) & G-Suite
Knowledge of Salesforce.com and Slack
Bachelor's Degree or equivalent required
Capability to work in a Virtual First environment
Preferred Qualifications
Consultative selling experience in growing existing accounts
Strong negotiation and prospecting skills
Customer Oriented, Problem-solving & analytical mindset
Embraces challenges as opportunities
Strong Track record of meeting sales objectives such as quota and productivity requirements
Compensation Canada Pay Range $171,700—$232,300 CAD
The range listed above is the expected annual salary/OTE for this role, subject to change.
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).
Benefits
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:
Competitive medical, dental and vision coverage*
Retirement savings through a defined contribution pension or savings plan**
Flexible PTO/Paid Time Off policy in addition to statutory holidays, allowing you time to unplug, unwind, and refresh
Income Protection Plans: Life and disability insurance*
Business Travel Protection: Travel medical and accident insurance*
Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
Parental benefits including: Parental Leave, Fertility Benefits, Adoptions and Surrogacy support, and Lactation support
Mental health and wellness benefits
Additional benefits details are available upon request.
- Where group plans are not available, allowances may be provided
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.
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