Senior Account Manager, Dropbox
CA$215.1-291k
OTE
+ Stock in the form of Restricted Stock Units (RSUs)
More information about location
Smart workspace company
Open for applications
Smart workspace company
1001+ employees
Open for applications
CA$215.1-291k
OTE
+ Stock in the form of Restricted Stock Units (RSUs)
More information about location
1001+ employees
Company mission
Dropbox's mission is to design a more enlightened way of working.
Role
Who you are
- If you are a strong communicator & negotiator, have ownership mindset, and enjoy building relationships with your customers, then we invite you to apply
- 6+ years of experience as an Account Manager or Account Executive in a closing sales role
- Consultative selling experience resulting in growing existing accounts
- Strong Track record of meeting sales objectives such as quota and productivity requirements
- Strong SaaS, Technical and Commercial acumen
- Prior experience selling into IT
- Strong negotiation and prospecting skills
- Working knowledge of MS Office Suite (Word, Excel, and PowerPoint) & G-Suite
- Knowledge of Salesforce.com and Slack
- Training in formal sales methodology
- Bachelor's Degree or equivalent required
- Capability to work in a Virtual First environment
Desirable
- Customer Oriented, Problem-solving & analytical mindset
- High level of self-motivation
What the job involves
- 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
- The Senior 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
- 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 though 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
- 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 territory plans, account plans and account 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
- Deliver impactful product demos, provide insightful technical answers, and recommend creative ways to get the most out of Dropbox Business
- Become a strong technical product expert through training and deep utilization of Dropbox core products
- 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
- 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
Our take
Dropbox started by helping people bring together their files in one central place. The contents of these folders are synchronised to Dropbox's servers along with other computers and devices where the user has installed Dropbox, keeping the same files up-to-date across all devices.
Nowadays, there are lots of competing companies in cloud storage, and some with better distribution (e.g. Google and Apple). This explains why Dropbox is making a big push to reinvent itself after a fairly disappointing run since its IPO in 2018. The new Dropbox turns folders into "Spaces", which are collaboration hubs for teams, complete with comment streams, artificial intelligence tools and integrations into services such as Slack.
The company continues to build out its offerings through acquisitions, such as that of Formswift, bolstering its end-to-end agreement workflow capabilities. Indeed, It's very clear that Dropbox is trying to make a big move from being just a storage company. This seems to be a necessary move given the competitive nature of the industry it is operating within.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
3% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jan 2014
$350m
SERIES C
Oct 2011
$250m
SERIES B
Total funding: $607.3m
Company benefits
- Medical, dental, and vision coverage
- We offer a generous company contribution toward individual medical, dental, and vision insurance coverage, including contributions toward dependent premiums
- Keep sharing and collaborating with friends and family even when you’re not at work with free Dropbox space for your whole crew
- Take the vacation you’ve always dreamed of with up to four consecutive weeks of paid time off
- Celebrate common holidays without your paycheck taking the hit with 11 company paid holidays
- Each Dropboxer has access to 32 hours of paid volunteer time off each year that they can use to support the causes close to their hearts
- We regularly offer panels and seminars featuring the best minds in tech, talent, diversity, and beyond that any Dropboxer can attend from the comfort of their home
- No two Dropboxers are the same, and their benefits shouldn’t be either. Our Perks allowance empowers employees to customize their benefits in line with what really matters to them
Company values
- Be Worthy of Trust - Millions of teams trust us with their most important information. But this trust can vanish in an instant. That’s why integrity is the foundation of our culture. We do the right thing, even when nobody’s looking. And we’re honest—even when it’s uncomfortable
- They win, We win - Our customers come first. So we put in the work to deeply understand them. We ask, “Who’s the customer?” and “What do they really need?” When they succeed, our business (and everything else) falls into place
- Keep it Simple - Simple things work better—and make more sense. So we build products that do a few things really well. And we don’t overcomplicate life at Dropbox, whether it’s a plan or a process. Getting to simple isn’t always easy, but it’s worth the effort
- Own it - We take responsibility for our work, from start to finish. When we get stuck, we unblock ourselves. When something goes wrong, we don’t ask, “What did they screw up?” but “What could I do better?” We learn from our mistakes and keep going—until we have real impact
- Make work Human - Our mission is to design a more enlightened way of working, for Dropboxers and the world. So we make products that prioritize our needs as humans. And we build a compassionate culture where you can do your best work—no matter who you are or where you’re from
Company HQ
Mission Bay, San Francisco, CA
Articles
Leadership
Arash Ferdowsi
(CTO)Studied Computer Science at MIT before founding Dropbox straight out of university
Drew Houston
(CEO)Studied Computer Science at MIT before founding Dropbox straight out of university
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