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Senior Value Manager

Dropbox, San Francisco, CA

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Role Description

As a Senior Value Manager, you will work with organizations that are evaluating, or have already deployed Dropbox to discover and quantify the business value of our solutions. Together with our Outbound and Customer Success teams, you will build relationships with our customers, understand their businesses, document Dropbox impact to processes and organization, and quantify financial implications. At the same time, you will partner with our internal and external stakeholders to communicate, showcase, and publish some of these customer stories for wider consumption, both internally and externally to Dropbox. You will serve as a go-to-resource for the internal teams seeking to review and optimize their performance, as well as an in-house expert on Dropbox business and IT value – to customers and colleagues alike.

Responsibilities

Value Discovery and Selling: provide end to end enterprise account sales cycle support, including:

  • Refining effective Value Discovery motions for both net new and up-sell sales motions
  • Interviews with business and IT stakeholders
  • Use case discovery and business value quantification
  • ROI calculations and financial impact modeling
  • Crafting and presenting highly engaging content to senior business and IT audiences

Value Realization: lead post-sales customer value realization assessments to demonstrate business and IT value of Dropbox solutions

  • Interview and build relationships with customer end users, champions, and executive sponsors
  • Discover and replicate customer best practices that accelerate Dropbox adoption and maximize value
  • Work with external stakeholders to document Dropbox use cases “in the wild” and the unique Dropbox differentiators that drive value to our customers
  • Create customer reference and customer story content that can be used as their internal success proof points, as anonymized Dropbox reference content, or as public facing Dropbox customer reference content

Thought Leadership: in collaboration with other Dropbox teams and external thought leaders, develop and articulate Dropbox business value proposition in a highly compelling manner

  • Build innovative thought leadership on collaborations
  • Provide business process and value-centered sales collateral
  • Support field sales training and execute scalable value selling programs
  • Act as an expert on business value discovery and communication
  • Work with internal cross-functional teams (data insights, business development, partnerships, customer success etc) to continuously redefine and refine Dropbox value proposition
  • Define operational metrics to measure and evaluate (extended) sales team performance
  • Use CRM data to recommend areas for sales process optimization,
  • Use customer feedback to influence the direction of ongoing product development

Requirements

  • B.S. or B.A. required, advanced degree (M.A., MBA, M.S., etc.) preferred
  • 3+ years of experience in enterprise sales, consulting, value management, value engineering or account management roles
  • Excellent consulting skillset, including discovery, analysis, project leadership and quantitative modeling skills
  • Experience leading workshops and/or facilitating meetings with multilevel internal and customer audiences
  • Very strong executive presentation and persuasion skills
  • Track record of building, packaging, and communicating compelling (customer) success stories, particularly in Enterprise sales context
  • Experience with business case creation, use case analysis, benefit quantification, and proposal structuring, geared towards both internal as well as external audiences
  • Understanding of cloud software deal dynamics and ability to think strategically about driving sales and up-sell opportunities forward
  • Good sense of humor coupled with strong interpersonal and collaboration skills
  • Drive and motivation to assume additional responsibilities over time
  • Ability to work independently and creatively
  • Willingness to travel up to 25% to customer sites

Benefits and Perks

  • 100% company paid individual medical, dental, & vision insurance coverage
  • 401k + company match
  • Market competitive total compensation package
  • Free Dropbox space for your friends and family
  • Wellness Reimbursement
  • Generous vacation policy
  • 10 company paid holidays
  • Volunteer time off 
  • Company sponsored tech talks (technology and other relevant professional topics)

About Dropbox

Dropbox simplifies the way people work together. 500 million registered users around the world use Dropbox to work the way they want, on any device, wherever they go. With 150,000 businesses on Dropbox Business, we’re transforming everyday workflows and entire industries.

Want to learn more about Dropbox? Visit Dropbox's website.