Job Description
Role Description
The Account Manager team is responsible for the success of the existing accounts by developing trusted relationships with customers, maximizing up-sell/cross sell opportunities, driving retention rates and growing our business.
We are looking for collaborative and highly engaged sales leader to help our Account Manager team drive Total ARR net growth across a set of install base customers and own customer relationship E2E post sale.Â
If you are a Strong Communicator, have Ownership Mindset and enjoy building and growing sales  teams then this role is for you.Â
ResponsibilitiesLeadership Capabilities
- Manage and grow a team of Account Managers in all phases of the selling process to achieve agreed-upon financial targets and performance metrics
- Support the team with C-level interactions and managing the end-to-end customer relationship
- Foster a culture of progressive personal development and mentoring Dropbox’s future sales leaders
- Develop and implement best practices to maximize customer satisfaction, retention, renewals, forecasting accuracy, and cross-functional collaboration
Sales Capability
- Own, drive and manage the end-to-end customer relationship – ensuring customer retention, renewal and upsell/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 though alignment to leverage DBX solutions to solve/support customer business priorities. Â Â
 Business/Commercial/Account Management
- Â Establish multiple customer touch points by mapping and engaging key stakeholders across the Customer orgÂ
- Â Lead proactive discovery conversations to uncover new opportunities within existing accounts and ensure the Dropbox multiproduct offering reaches the key stakeholders
- Â 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 accountsÂ
-  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 BusinessÂ
- Support and drive customer understanding of and appreciation for the Dropbox product roadmapÂ
- Be the voice and champion of the customer to the product team and other cross functional organizations.Â
 General
- Make every potential Dropbox customer happy with every interaction, regardless of deal size or likelihood of closeÂ
- Develop a thorough understanding of Dropbox products and maintenance contractsÂ
- Manage, track, and report sales activities and results using Salesforce
- 5+ years of sales experience in SaaS account management, with 2 years of leadership experience
- Consultative selling experience in growing existing accountsÂ
- Strong Track record of meeting sales objectives such as quota and productivity requirements
- Customer Oriented Problem Solving & analytical mindsetÂ
- Ability to identify, develop, grow talent
- Commercial Accumen
- Collaborative and Highly Engaged approachÂ
- Working knowledge of MS Office Suite (Word, Excel, and PowerPoint)
- Knowledge of Salesforce.com a plus
- Bachelors Degree or equivalent required
- Capability to work in a Virtual First environmentÂ
Total Rewards
For candidates hired in Colorado, the expected On-Target Earnings (OTE) range for the role is $167,800 - $197,400 - $227,000.
This OTE range represents the low, middle, and high end of the OTE range for this position, and is subject to change. To determine a Dropboxer’s starting pay we carefully consider a variety of factors, including primary work location and an evaluation of a candidate’s skills, experience, market demands, and internal parity. This position may be considered a promotional opportunity.Â
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).
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Â Our benefits and perks programs include, but are not limited to:Â
- Competitive medical, dental and vision coverage
- (US Only) Competitive 401(k) Plan with a generous company match and immediate vesting
- Flexible Time Off/Paid Time Off, paid holidays, 11 Company-wide PTO days, Volunteer time off and more
- Protection Plans including; Life Insurance, Disability Insurance and Travel benefit plans
- 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, Child and Adult Care, Day Care FSA (US Only), Fertility Benefits (US Only), Adoption and Surrogacy support and Lactation Support Â
- Mental Health and Wellness benefitsÂ
- Free Dropbox space for your friends and family
Additional benefits details are available upon request.
Dropbox is in the process of updating our technology to provide pay ranges in New York City based on the recent amendments to the New York City Human Rights Law (NYCHRL). If you are based in NYC and have any questions about the pay range for this role, please contact paytransparency@ and provide your name and the job title to which you are interested in applying.
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Date Posted
12/14/2022
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