Role Description

The AM 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 Account Manager to drive Total ARR net growth across a set of install base customers and own customer relationship End to End post sale. 

If you are a Strong Communicator, have Ownership Mindset and enjoy building relationships with your customers then this role is for you. 

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 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 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 organisations.  

 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 usingSalesforce

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 accumen
• Collaborative and Highly Engaged approach 
• Preferred Experience within the Geographic coverage that include the Nordic countries
• 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)
• Written and spoken fluency in English and Swedish ( and other Nordic countries )
• Capability to work in a Virtual First environment 

Preferred Qualifications

• Written and spoken fluency in Finnish or Danish 
• Knowledge of Salesforce.com a plus