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

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

Responsibilities: 

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: 

• Experience in account management
•  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
•  Collaborative and highly engaged approach 
•  Working knowledge of MS Office Suite (Word, Excel, and PowerPoint) and Google Docs suite
•  Knowledge of Salesforce.com a plus
•  Must be able to travel up to 35% of the time
•  Bachelors Degree or equivalent required