Dropbox
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Austin, TX
Remote

Account Manager, Expansion

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Role Description

The 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. 

If you are a strong communicator, have ownership mindset, and enjoy building relationships with your customers, then we invite you to apply. 

Responsibilities

Sales Capability

  • Own, drive, and manage the end-to-end customer relationship – ensuring customer satisfaction, renewal, and expansion
  • 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 

 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 multi-product 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 customer’s 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
  • Become a strong technical product expert through training and deep utilization of Dropbox core products

General

  •  Make every potential Dropbox customer happy with every interaction
  •  Develop a thorough understanding of Dropbox products and the value it brings to customers  
  •  Manage, track, and report sales activities and results using Salesforce

Requirements

  • Minimum 2-3 years experience in a closing sales role
  • Having sold into IT (preferred)
  • 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 
  • Commercial Acumen
  • Strong negotiation and prospecting skills
  • Certified sales methodology training (preferred)
  • Collaborative and Highly Engaged approach 
  • Strong SaaS Technical acumen
  • Working knowledge of MS Office Suite (Word, Excel, and PowerPoint) & G-Suite
  • Knowledge of Salesforce.com (preferred)
  • Knowledge of Slack (preferred)
  • Bachelor's Degree or equivalent required
  • Capability to work in a Virtual First environment 
  •  

Total Rewards

At Dropbox, we strive to be a great place for all Dropboxers to grow and be recognized for that growth. This job posting reflects broad requirements, and represents two potential levels of role. Through our assessment process, we will identify your level that ties to compensation based on your experience and technical expertise along with the scope of the role.

For candidates hired in Colorado, the expected salary/On-Target Earnings (OTE) range for the role is $115,100 - $135,400 - $155,700.

This salary/OTE range represents the low, middle, and high end of the salary or OTE (Sales roles) 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.

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. Our benefits and perks programs include, but are not limited to:

  • 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
  • Mental Health and Wellness benefits
  • 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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What are Dropbox Perks + Benefits

Dropbox Benefits Overview

We’re proud to offer benefits that help all Dropboxers take care of their holistic selves, so they can keep flowing at work.

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Employee resource groups
Employee-led culture committees
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Team workouts
Mental health benefits
Financial & Retirement
401(K)
401(K) matching
Company equity
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Restricted work hours
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Sabbatical
At Dropbox, this is called 'Recharge'
Paid holidays
Office Perks
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Recreational clubs
Relocation assistance
Fitness stipend
Home-office stipend for remote employees
Professional Development Benefits
Job training & conferences
Tuition reimbursement
Lunch and learns
Promote from within
Mentorship program
Continuing education stipend
Continuing education available during work hours
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

In order to be successful in our Virtual First environment we needed to make changes that would allow employees to have more control over both where and how they work. Therefore, we embrace “non-linear workdays” with defined core collaboration hours that overlap across time zones. Beyond that, we encourage employees to design their own schedules to balance collaboration with needs for individual focus. We’ve also moved from “all day syncs” to an “async by default” culture, reserving meetings for discussion, debate, and decision-making, and handling all other work in our deep focus hours.

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