Regional Sales Manager (Southern EMEA)
Role Description
The Southern EMEA sales team are responsible for delivering net new revenue, retention revenue and channel sales for the Iberian, Italian and MENA region
As the Lead for this region, you will help AR team to qualify & close leads from multiple sources and maximize in-quarter GNARR within a book of business, AM team to protect and grow revenue and the Channel team protect and grow revenue through channel partners
Responsibilities
Leadership Capabilities
- Manage and grow a team of Account Representatives, Account managers and Partner Sales 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
- Manage the full-cycle sales with responsibility for generating pipeline and closing deals
- Drive conversion/closure of inbound leads, Marketing leads, and create unique deal pipeline via various outbound approaches
- Work with channel partners to grow revenue and reach
- Primary focus on the SMB and MM space
Business/Commercial
- Working closely with prospects to identify where and how Dropbox can add most value to their organization leveraging the right combination of DBX/HS solutions
- Partner and collaborate cross-functionally within the broader Global Sales & Channel organization engaging key individuals across Solutions and Success teams to build out the very best propositions for our customers
- 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 solutions
- Be the voice of the customer to the product team and other cross functional groups in DBX
Requirements
- Proven experience in a sales management role, preferably across relevant regions (Southern EMEA)
- Experience working with direct and indirect sales
- Experience devising and implementing strategies to optimise new customer acquisition and closure
- Strong Track record of meeting sales objectives such as quota and productivity requirements
- Customer Oriented Problem Solving & analytical mindset with an ability to identify, develop, grow talent
- Commercial Acumen with a 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
- Eligibility to work in the EU (for EMEA roles only)
- Capability to work in a Virtual First environment