Renewals Account Executive - Japan (リニューアルセールス)

    • Tokyo, Japan

Company Description
Thank you for your interest in Dropbox careers. We are actively hiring for this position and look forward to reviewing your application. Dropbox is continuing to monitor the COVID-19 pandemic as the health and safety of our community, employees and candidates remain our number one priority. We appreciate your flexibility as we adapt our hiring processes during this evolving situation.

Dropbox is the world's first smart workspace that helps people and teams focus on the work that matters. With more than 600 million registered users across 180 countries, we're on a mission to design a more enlightened way of working. Dropbox is headquartered in San Francisco, CA, and has 12 offices around the world.

Team Description
Our Sales & Channel team shares Dropbox Business with enterprises around the world and helps them understand the power Dropbox offers to teams at scale. We're a collaborative and empathetic sales team, focused on understanding what businesses need to work better together.

Role Description


We're a collaborative and compassionate sales team, focused on understanding what businesses need to work better together.

We are looking for high-energy, driven professionals with intuition for business, strong technical aptitude and natural sales instincts to join our Sales organization. You should be eager to advance in our organization by demonstrating your ability to be tenacious self-starter every single day. Dropbox offers a dynamic, creative environment where you will be provided the tools, resources and extraordinary leadership to sell business application solutions and take your career to the next level!

営業チームは、協力的で、ビジネスの連携を改善するために必要なものを理解することに重点を置いています。私たちは、ビジネスに対する直観力、高い技術的適性、および営業スキルを備えた、エネルギーに満ちた意欲的なリニューアル担当セールスを募集しています。粘り強く、セルフスターターで、セールスを遂行できる意欲的な方を希望しています。 Dropboxは、ビジネスアプリケーションソリューションを販売し、ダイナミックでクリエイティブな環境で、あなたのキャリアを次のレベルに発展させるツール、リソース、強いリーダーシップを持つリーダーからのサポートを提供します。

Responsibilities


  • You will be responsible for renewing, partnering with Sales & Customer success team to up-sell, and closing of maintenance/service/license contracts for assigned region or account.
  • Increases renewal sales for assigned region or account(s).
  • As a Renewal Account Executive you will lead more complex commercial discussions and renewals for deals
  • You will ensure customer awareness and understanding of applicable product elements
  • Own, drive and lead the renewals process in collaboration with the broader account team
  • You will educates customers on business practices and associated contractual implications.
  • Partner with our Customer Success Managers and Account Executives to develop account plans and strategies to drive revenue growth and market share within existing accounts
  • You will lead proactive discovery conversations to uncover new opportunities, and transfer up-sell leads as appropriate in a timely manner
  • Accurately maintain/update a rolling 120 day forecast of your territory and communicate any renewal risk to internal resources in order to develop resolution strategies
  • Make every potential Dropbox customer happy with every interaction, regardless of deal size or likelihood of close
  • Develop a deep understanding of Dropbox products and maintenance contracts
  • You will be motivated by meeting sales objectives such as quota and productivity requirements.
  • Lead, track, and report sales activities and results using Salesforce.com
  • 営業およびカスタマーサクセスチームと提携してアカウントのメンテナンス/サービス提供を通じ、契約更新を増やすことがミッションです。
  • アカウント営業チームと協力し、より複雑な商談と契約の更新をリードする
  • 該当する製品要素に対する顧客の認識と理解を推進する
  • ビジネス慣行および関連する契約上の影響などについて顧客の理解を深める活動をする
  • カスタマーサクセスマネージャーおよびアカウントエグゼクティブと連携して、既存のアカウント内で収益成長と市場シェアを拡大するためのアカウントプランと戦略を開発する
  • 積極的に顧客との会話を進め、新しい機会を発見し、必要に応じてアップセル可能な案件を営業チームに渡す
  • 解決戦略を策定するために、顧客予測を正確に維持/更新し、社内の必要部署と連携し更新のリスク最小限に働きかける
  • 取引の規模や成約の可能性に関係なく、Dropboxのすべての潜在的な顧客の満足度を上げる
  • Dropbox製品と保守契約の理解を深める
  • 販売目標を達成することにより、意欲を高める
  • Salesforce.comを使用して営業活動と結果を追跡、および報告する
Requirements


  • Proven experience in account management, sales or lead generation
  • You will have ambitious drive and experience in a goal-driven environment
  • Track record of success & impact
  • Enjoy being measured against a quota and activity metrics (cold calls, emails, meetings, etc.)
  • You will have prospecting experience (cold calls/emails)
  • Account management experience
  • You will have a background in closing sales
  • Working knowledge of MS Office Suite (Word, Excel, and PowerPoint)
  • Knowledge of Salesforce.com a plus
  • Bachelors Degree or equivalent required
  • Commercial /Negotiation experience
  • Fluency in Japanese
  • Business level in English
  • 顧客アカウント管理、営業、案件生成の実績
  • 結果を達成する意欲が高く、結果に達成してきた過去の実績を持っていること
  • セールスターゲットやアクティビティの指標(コールドコール、電子メール、会議など)に対して測定された経験
  • 見込み客創出(コールドコール/メール)経験
  • 顧客アカウント管理
  • 営業活動において顧客と契約を締結した経験
  • MS Officeスイートの実務知識(Word、Excel、およびPowerPoint)
  • 学士号または同等の経験
  • ネイティブレベルの日本語とビジネスレベル以上の英語力
  • Salesforce.comの知識があれば尚可
  • 真っ白な画面に、自分の力で洗練されたストーリー ラインを描き、より多くの人の働き方を変えていくことに興味がある方、日本発の成功事例をグローバル スタンダードにという私たちのミッションを一緒にドライブしていただける方
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).


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