Role Description 

As a Senior Value Manager, you will partner with organisations that are evaluating, or have already deployed Dropbox to quantify the business value of our solutions. Together with our Outbound and Customer Success teams, you will build relationships with our customers, understand their businesses, document Dropbox impact to processes and organisation, and quantify financial implications.

You will lead value modelling in territory and work with our product teams to develop value assessment impacts of new products and features. At the same time, you will work with our internal and external teams to communicate, showcase, and publish some of these customer stories for wider consumption, both internally and externally to Dropbox. You will serve as a go-to-resource for the internal teams seeking to review and optimise their performance, as well as an in-house go to person on Dropbox business and IT value – to our customers and colleagues alike.

Responsibilities

You will provide end to end enterprise account sales cycle support, including:

• Refining effective Value Discovery motions for both net new and up-sell sales motions
• Crafting and presenting highly engaging content to senior business and IT audiences
• Lead post-sales customer value realisation assessments to demonstrate business and IT value of Dropbox solutions:
• Interview and build relationships with customer end users, champions, senior business and IT partners and executive sponsors
• Discover and replicate customer standard methodologies that accelerate Dropbox adoption and improve business and IT value
• Work with external partners to document Dropbox use cases “in the wild” and the unique Dropbox differentiators that drive value to our customers
• Create customer reference and customer story content that can be used as their internal success proof points, as anonymis
• Support sales training and execute incremental value selling programs

Requirements 

• You have an excellent advisory skillset, including discovery, analysis, project leadership and quantitative modelling skills
• You enjoy leading workshops and/or facilitating meetings with multilevel internal and customer audiences
• Some experience with business case creation, use case analysis, benefit quantification, and proposal structuring, geared towards both internal as well as external audiences
• B.S. or B.A. required
• Willingness to travel up to 25% to customer sites (when permitted)