Dropbox
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Account Representative (Location Flexible)

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Role Description

The Account Representative team is responsible for acquiring new customers for the business by sourcing and closing high-complexity deals with a combination of inbound leads and new customer prospecting.

As an Account Representative your primary focus will be to qualify & close leads from multiple sources and maximize in-quarter new customer revenue within a book of business.

You will be responsible for identifying and establishing relationships with key individuals in target organizations and helping them understand the value that Dropbox, HelloSign and DocSend can bring to their business.

 

アカウント・リプレゼンタティブ部門は、インバウンドリードと新規顧客開拓を組み合わせて、複雑な案件を発掘し、クロージングすることで、新規顧客を獲得することを目的としています。

アカウント・リプレゼンタティブとしての主な仕事は、複数のソースからの見込み顧客(リード)から購可能性の高い見込み顧客を選別して契約に進め、当の顧客リストから四半期ごとに新規顧客の収益を最大化することです。

対象となる顧客や組織の重要人物を特定して関係を築き、Dropbox、HelloSign、DocSendがもたらす価値を訴求します。

Responsibilities

Sales Capability

  • Manage the full-cycle sales with responsibility for generating pipeline and closing deals 
  • Drive conversion/closure of inbound leads, Marketing leads, and create unique deal pipeline via various outbound approaches
  • Primary focus on the SMB and Mid- market space 

Business/Commercial

  • Working closely with prospects to identify where and how Dropbox can add most value to their organization leveraging the right combination of Dropbox, HelloSign and DocSend solutions
  • Partner and collaborate cross-functionally within the broader Global Sales & Channel organization engaging key individuals across Solutions and Success teams to build out the very best propositions for our customers 
  • 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 solutions
  • Be the voice of the customer to the product team and other cross functional groups in Dropbox

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

 

営業活動

  • パイプラインの生成と取引の成立を当するフルサイクル販売を管理する
  • インバウンドリード、マーケティングリードのからのセールス契約を推進し、さまざまなアウトバウンドアプローチを介して独自の取引パイプラインを作成する
  • SMBおよびミッドマーケットスペースに主に焦点を当てる

ビジネス/コマーシャル

  • 見込み客と緊密に連携して、Dropbox、HelloSign、およびDocSendソリューションの適切な組み合わせを活用して、Dropboxがお客様の組織に最大の価値をどこでどのように追加できるかを特定する
  • ソリューションチームとサクセスチーム体の主要な個人を関与させ、お客様に最適な提案を構築するために、より広範なグローバルセールス&チャネル組織で部門をえて提携およびコラボレーションを推進する
  • すべてのDropboxのお客様を各インタラクションで喜ばせ、ビジネスにおけるお客様のニーズに合わせて製品を拡張および進化させながら、市場でのDropboxの評判を高める上で重要な役割を果たす

製品/技術の理解

  • インパクトのある製品デモを提供し、洞察に満ちた技術的な回答を提供することで、Dropboxソリューションを最大限に活用するための創造的な方法を推奨する
  • Dropboxの製品チームや他の部門の枠をえたグループに対する顧客の声になる

般として

  • 取引の規模や成約の可能性に関係なく、すべての潜在的なお客様とのやり取りにおいて最高の体験をもたらす
  • Dropbox製品と保守契約についての完な理解を深める
  • Salesforceを活用して、営業活動と結果を追跡し管理する

Requirements

    • 5 year minimum sales experience (Experience in closing deals with partner companies is a plus)
    • Consistent track record of building pipeline and exceeding sales targets
    • Strong prospecting, discovery, negotiation and closing skills 
    • Excellent collaboration skills and the ability to build long-lasting relationships across your team and the company
    • Attested resilience in a fast-paced, challenging sales environment
    • Knowledge of SaaS products and experience in proposing them in a complex and coordinated manner (recommended)
    • Knowledge of Salesforce.com a plus
    • Working knowledge of MS Office Suite (Word, Excel, and PowerPoint)
    • BA or BS degree or equivalent experience
    • English skill for reading & writing
    • Capability to work in a Virtual First environment 

     

    • 5年以上の営業経験(パートナー企業と同でのクロージング経験があれば尚可)
    • パイプラインを構築し、販売目標をえた一貫した実績
    • 強力なプロスペクティング、発見、交渉、クロージングのスキル
    • 優れたコラボレーションスキルと、チームと会社体で長期的な関係を構築する能力
    • ペースの速い、困難な販売環境での前向きな姿勢
    • SaaS製品知識及びそれらを複合的に連携し提案した経験(推奨)
    • Salesforce.comの知識があれば尚可
    • MS Office Suite(Word、Excel、およびPowerPoint)の実用的な知識
    • 学士号または学士号または同等の経験
    • 英語力(読み書きができること)
    • 在勤務環境で効率的に作業ができる能力
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Candidate Location Eligibility:
Albuquerque, NM
Ann Arbor, MI
Atlanta, GA
Austin, TX
Baltimore, MD
Baton Rouge, LA
Birmingham, AL
Boise, ID
Boston, MA
Buffalo, NY
Charleston, SC
Charlotte, NC
Chicago, IL
Cincinnati, OH
Cleveland, OH
Colorado, CO
Columbus, OH
Dallas-Fort Worth, TX
Dayton, OH
Des Moines, IA
Detroit, MI
Fayetteville-Springdale-Rogers, AR
Greensboro, NC
Hampton Roads, VA
Hartford, CT
Houston, TX
Huntsville, AL
Indianapolis, IN
Jacksonville, FL
Kansas City, MO
Las Vegas, NV
Lexington, KY
Lincoln, NE
Little Rock, AR
Los Angeles, CA
Louisville, KY
Madison, WI
Memphis, TN
Miami, FL
Milwaukee, WI
Minneapolis–Saint Paul, MN
Nashville, TN
New Orleans, LA
New York City, NY
Ogden, UT
Oklahoma City, OK
Omaha, NE
Orlando, FL
Other US Location
Palm Bay-Melbourne-Titusville
Pensacola, FL
Peoria, IL
Philadelphia, PA
Phoenix – Mesa – Scottsdale, AZ
Pittsburgh, PA
Portland, ME
Portland, OR
Providence, RI
Provo, UT
Raleigh-Durham, NC
Reno, NV
Richmond, VA
Rochester, NY
Sacramento, CA
Salt Lake City, UT
San Antonio, TX
San Diego, CA
San Francisco, CA
San Luis Obispo, CA
Santa Cruz, CA
Seattle, WA
Spokane, WA
St. Louis, MO
Tallahassee, FL
Tampa Bay, FL
Tucson, AZ
Tulsa, OK
Washington DC
Wichita, KS
Wilmington, NC

What are Dropbox Perks + Benefits

Dropbox Benefits Overview

Essentials: Our essential U.S. benefits include medical, dental, and vision plans, retirement planning and 401k programs, life and disability coverage, and coaching and therapy options offered through Modern Health. Across the globe, we provide financial and wellness benefits in the context of what is relevant and beneficial locally.

Revitalizers: Press the reset button with benefits that help you unplug and restore, such as generous PTO with extended breaks to recharge and full free access to the Peloton Corporate Wellness Program.

Enlightened work: We’ve implemented a handful of policies that make your Virtual First work day work for you, including Core Collaboration Hours, business travel benefits, technology subsidies, access to On-Demand work spaces at no cost to employees, and more.

You and yours: No matter what your family structure looks like, you can support your loved ones with paid parental leave, family leave, lactation consultation options, adult and child care resources, and our global adoption/surrogacy policy.

The whole Dropboxer: Benefits to better serve yourself and your community through access to legal services, paid volunteer time off, exclusive discounts with partnered companies, military leave, and a quarterly allowance given to Dropboxers to use on what really matters to them.

Culture
Volunteer in local community
Partners with nonprofits
OKR operational model
Team based strategic planning
Pair programming
Employee resource groups
Employee-led culture committees
Quarterly engagement surveys
Employee awards
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
Transgender health care benefits
Abortion travel 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
Fertility benefits
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Sabbatical
At Dropbox, this is called 'Recharge'
Paid holidays
Paid sick days
Flexible time off
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
Mother's room
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
Personal development training
Apprenticeship programs

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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