Sales Manager, Account Management

Dropbox · Remote

Company

Dropbox

Location

Remote

Type

Full Time

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. 
If you are a Strong Communicator, have Ownership Mindset and enjoy building and growing sales  teams then this role is for you. 
Responsibilities
Leadership 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.   
 Business/Commercial/Account Management
  •  Establish multiple customer touch points by mapping and engaging key stakeholders across the Customer org 
  •  Lead proactive discovery conversations to uncover new opportunities within existing accounts and ensure the Dropbox multiproduct 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. 
 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
  • 5+ years of sales experience in SaaS account management, with 2 years of leadership experience
  • 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 
  • Ability to identify, develop, grow talent
  • Commercial Accumen
  • Collaborative and Highly Engaged approach 
  • 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 environment 

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Date Posted

01/12/2023

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