Job Description
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
The role of an Account Manager serves as the sales interface for our existing accounts, maintaining strong relationships with customers and sales partners. Responsible for collaborating with key internal teams (customer-facing technical departments, customer success, and various internal back-office teams), the Account Manager takes on the responsibility of expanding business with assigned clients.
By building trust with existing accounts, proposing appropriate utilization of services, understanding customer issues, and providing resolution proposals, the Account Manager enhances customer satisfaction.
As Dropbox celebrates its 15th year since its founding, it enters a new phase as an AI-first company, envisioning a second era of innovation. Considering the value that can be delivered to customers through new Dropbox solutions, the Account Manager engages in daily dialogues with accounts to identify opportunities for upselling and cross-selling. Proactively collaborating with the global counterparts in the same position, there is also the potential for building a robust career in future sales. We are seeking individuals with the ability to enhance and maintain good relationships with customers, intuitive insights into business, strong problem-solving skills, energy, and a commitment to long-term success. Join us if you are someone who can contribute to the improvement of customer relations and thrive in the business, offering a lasting impact.
Responsibilities
Build deeper trust with existing clients and understand and resolve their business challenges.
- Always approach clients with sincerity, striving to comprehend and understand their business as well as industry challenges. Propose solutions to these challenges, actively contributing to building a trusting relationship with clients. Activities will be conducted with a focus not only on knowledge of Dropbox services but also on how they can contribute to improving client operations.
Maintain long-term and continuous relationships with clients.
- It is essential to engage in activities that allow for the sustained maintenance of positive relationships with clients, adopting a mindset of learning from clients while being aware of the ever-changing business environment. Simultaneously, regular information exchange with stakeholders such as sales outlets is crucial, conducting transparent activities to uphold favorable relationships with all those associated with the client.
Pipeline management and account plan creation and maintenance.
- In addition to maintaining and expanding renewal contracts, devise and implement upselling and cross-selling activities while considering clients' business challenges. Engage in continuous activities such as identifying improvement points.
Formation and maintenance of a strong team centered around the customer.
- Build strong relationships with internal and external stakeholders centered around the customer. Internally, establish clear goal setting and delineation of responsibilities to ensure appropriate support from each team. Agree and implement fair action items in response to these goals and responsibilities.
Self-starter
- We are seeking individuals who do not wait for things to happen but consistently express their ideas and thoughts. We value individuals who proactively engage with others, fostering a constructive atmosphere.
Qualifications
Requirements
- Over 7 years of direct sales experience in the IT industry, with more than 5 years dedicated to building continuous relationships with clients.
- Experience in creating and executing account plans over multiple years while understanding the client's business.
- Proven experience in understanding client business operations and goals, proposing, delivering, and improving value from technology, all from the client's perspective (customer-oriented problem-solving skills and analytical thinking).
- Strong commitment to achieving numerical targets, with a passion for involving the necessary departments and individuals.
- Proactive communication with colleagues both at headquarters and abroad, demonstrating the ability to collect and share information.
- Ability to visualize and analyze problems based on data, and construct logical solutions.
- Experience in pipeline management and forecasting using Salesforce.
- Fluent in Japanese and English
Preferred Qualifications
- Sales experience in the media industry.
- Sales experience with central government, local governments, and similar industries.
- Proven success in utilizing sales tactics such as SPIN, MEDDIC, DISC, etc., to achieve results.
About the Company
Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.
Benefits
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:
- Competitive medical, dental and vision coverage*
- Retirement Savings through a defined contribution pension or savings plan**
- Dropbox provides a Flexible PTO Policy in addition to your statutory holidays allowing you to unplug, unwind, and refresh
- Dropbox also provides exclusive additional paid time off for all FTE employees across the Globe, in addition to any relevant statutory holidays
- Protection Plans including Life and Disability Insurance*
- A Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
- Parental benefits including; Parental Leave, Fertility Benefits, Adoptions and Surrogacy support, and Lactation support
Additional benefits details are available upon request.
*Where group plans are not available, allowances are provided
**Benefit, amount, and type are dependent on geographical location, based upon applicable law or company policy
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).