Dropbox
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Austin, TX
Remote

Senior Sales Manager, Account Management - Location Flexible

Sorry, this job was removed at 11:05 a.m. (CST) on Thursday, August 19, 2021
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Role Description

The Account Manager team is responsible for the success of the existing accounts by developing trusted relationships with customers, maximizing up-sell/cross sell opportunities, driving retention rates and growing our business.

We are looking for collaborative and highly engaged sales leader to help our Account Manager team drive Total ARR net growth across a set of install base customers and own customer relationship E2E post sale. 

If you are a Strong Communicator, have Ownership Mindset and enjoy building and growing sales  teams then this role is for you. 

Responsibilities

Leadership Capabilities

  • Manage and grow a team of Account 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

  • Own, drive and manage the end-to-end customer relationship – ensuring customer retention, renewal and upsell/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. 

 Business/Commercial/Account Management

  •  Establish multiple customer touchpoints 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 multiproduct 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 customers’ 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. 

 General

  • 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

Requirements

  • 5+ years of sales experience in SaaS account management, with 2 years of leadership experience
  • 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 
  • Ability to identify, develop, grow talent
  • Commercial Accumen
  • 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
  • Capability to work in a Virtual First environment 
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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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