Technical Solution Specialist (Location Flexible)
Role Description
As a Technical Solutions Specialist, you understand Dropbox products market fit and have detailed technical knowledge of the Dropbox product suite. You have a passion for understanding customer challenges and creatively building solutions to resolve them. Additionally, you will play a huge role in helping our partners understand the value of Dropbox Business. You have the ability to navigate a customer or a partner interaction that is both technical and business-focused with a variety of stakeholders, up to and including the C-level. This position supports all Dropbox products, all RTMs, and the full sales cycle (solution discovery, multi-product selling, technical enablement, deployment, etc.).
Responsibilities
- Understand business use-cases and technical details of the Dropbox for Business solution suite (including our third-party integrations).
- Understand how Dropbox for Business solutions are managed and secured.
- Build and deliver technical enablement to our Channel partners to ensure they have ongoing extensive knowledge of Dropbox solutions and how to ensure successful deployment for the customer.
- Work closely with Partner Account Management and Product Management teams to ensure smooth prospect-to-customer transitions and customer success
- Support the Partner Account Manager with technical product knowledge and objection handling in customer meetings.
- Act as a Dropbox speaker at Dropbox partner events (virtual and live).
Requirements
- Support the Direct Sales and Channel teams with deep technical solution expertise of Dropbox Products and Add-ons (including our third-party integrations), and how technical solutions are managed and secured
- Manage the technical relationship with Dropbox partners and customers including objection handling, roadmaps, migration strategies, customer demos, pilots and proof-of-concept work
- Ensure a smooth transition of deals from presales to our postsales Customer Success / Channel teams
- Provide a critical voice of the customer back to leadership and Dropbox Product teams
- Conduct technical solution enablement and training to Sales Representatives, Account Managers, Service Delivery Partners (ex: Vendor Partners & Channel Partners)
- Develop tailored workflows and novel solutions emphasising a value-based selling approach
- Respond to technical questions in RFIs and RFPs
- English and Japanese or Korean language fluency
- Travel to customer sites, conferences and other related events