Account Manager

Role Description

As a first Account Manager for Dash Japan, you will take ownership of an assigned territory focused on bringing in our highest value opportunities.

To achieve this, you will bring Dropbox’s product capabilities and value to potential clients, gain insight into their business challenges and goals, and help them find new and enlightened ways to collaborate and operate their business. 

The successful candidate has experience building relationships with executive-level contacts, co-selling with channel partners, and is adaptable to changing or ambiguous environments. You must be highly results-driven, customer-focused, business savvy, and innovative at building internal and external relationships to help our clients transform their businesses!

Responsibilities

• Develop and scale out a territory-specific account acquisition strategy to close new business opportunities by creatively breaking into assigned accounts, prospecting into multiple lines of business, and being a visionary to help prospects craft their digital transformation.

• Identifying and qualifying customer business issue, building relationships with key decision makers, understanding customer pain, validating how Dash fix customer issue, negotiating contracts, and closing deals.

• Build strong relationships with local channel partners to collaboratively work with key personas within their accounts and identify opportunities for Dropbox AI products.

• Collaborate with internal teams such as marketing, product, and customer success to ensure customer satisfaction.

• Mobilize and collaborate across a broad account team to create visibility with target accounts, drive engagement of target prospects at both the individual contributor and executive level, and move these accounts through the sales process.

• Constantly generate pipeline through ever-evolving techniques, tools, product demonstrations, field marketing initiatives, trade shows, and top-tier channel partners

• Construct, forecast, and manage your sales activity and pipeline to meet revenue targets.

• Provide accurate forecasting and sales forecasts to management.

Requirements

• At least 4 years experience in B2B software sales with a track record of hunting into and closing strategic/complex deals.

• Experience managing key customer relationships and closing strategic sales opportunities.

• Curiosity to learn, explain and demonstrate a highly complex product.

• Consistent track record of over-achievement and upsell accomplishments.

• A hunter's mindset focused on excellence in pipeline generation and opportunity progression, including diligent planning and preparation. Strong discovery, negotiation, and closing skills are your specialty.

• Contribute to the overall team culture in a positive, impactful way.

• Excellent collaboration skills and the ability to build long-lasting relationships across your team and the company.

• Global communication skills to effectively communicate feature requirement back to corp engineering team from sales perspective.

• Ability to travel for marketing events and meeting partners and customers as necessary.

• Extensive experience utilizing a CRM to managed account opportunities and correlate key performance metrics.

• An ‘in the field’ mentality leading you to meet customers & prospects face to face wherever possible and capable of working in a Virtual First environment.

• Fluent Japanese and business level English.

Preferred Qualifications

• Experience in start up environments 

• Experience in closing deals with partner companies 

• Working knowledge and/or experience of Symantec, AWS, GCP, SFDC, AI start up advantageous.

• Knowledge of Salesforce.com