About the job

Company Description

Dropbox is now a Virtual First company, which means work outside of an office will be the primary experience for all employees. Being Virtual First also means the location of our employees is targeted but flexible. If “Location Flexible” is listed in the job title of a role, the role can be located in any of the states where Dropbox is authorized to do business.** Some roles (including those which do not have “Location Flexible” in the job title), however, may have to be co-located with their teams in certain locations. Please work with your recruiter and your hiring manager to understand any location constraints of a particular role and to communicate your location preferences.

**Dropbox is authorized to do business in many, but not all, states. If you are not located in or able to work from a state where Dropbox is registered, you will not be eligible for employment. Please speak with your recruiter to learn more about where Dropbox is registered.

Dropbox is one place to keep life organized and keep work moving. With more than 600 million registered users across 180 countries, we’re on a mission to design a more enlightened way of working. Dropbox is headquartered in San Francisco, CA, and has offices around the world. For more information on our mission and products, visit dropbox.com.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around
the world, helping them understand the power Dropbox has to offer teams at
scale. The Sales Strategy team develops insights to assess business
performance, and leads initiatives to identify new sources of growth. We
work closely with senior sales leaders to develop shared goals, and do the
planning and execution necessary to make those goals a reality.

Role Description

As Account Manager for APAC market, you’ll play a pivotal role in crafting the future of Dropbox Business for our customers. You’ll join a talented team striving for on one thing: using technology to simplify people’s lives. To do this, we’re looking for smart, high-reaching people who are passionate about revolutionizing the way people work.

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 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 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
• Experience in working through channel
• Experience in Winning New Customers, Driving Renewals and Growing Existing
• 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
• Preferred experience within the geographic coverage that include the Australia and New Zealand
• Working knowledge of MS Office Suite (Word, Excel, and PowerPoint) and Google Docs suite
• Knowledge of Salesforce.com a plus
• Travel to customer sites, conferences and other related events
• Eligibility to work in Australia
• Bachelors Degree or equivalent required

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).