Value Manager

Dropbox simplifies the way people work together. 500 million people around the world use Dropbox to work the way they want, on any device, wherever they go. As we scale our global brand, there’s plenty of space for you to grow alongside us and simplify life for millions of people and businesses through cloud collaboration.

Team Description

The Dropbox Value Management team is passionate about working with our customers to realize the value of Dropbox solutions. Together with Dropbox Sales and Customer Success teams, we support our most complex sales cycles and engage with our most strategic customers to transform everyday work-flows and entire industries every single day.

Role Description

As a Value Manager, you will collaborate with stakeholders in potential Dropbox customer organizations to discover and quantify the business value of Dropbox. Together with our Sales teams, you will build relationships with our customers, understand their businesses, discover potential Dropbox impact, and quantify financial implications. At the same time, you will work with our existing customers and their Customers Success Managers to help showcase enterprise success with Dropbox. You will become an expert and a go-to-resource on Dropbox business and IT value – to our customers and colleagues alike.

Responsibilities

  • Value Discovery: provide end to end enterprise account sales cycle support, including:
  • Interviews with senior business and IT partners
  • Use case discovery and business value quantification
  • Return On Investment calculations and financial impact modeling
  • Highly engaging presentations to senior business audiences
  • Value Realization: You will lead post-sales customer value realization assessments to demonstrate business and IT value of Dropbox solutions:
  • Discover and replicate customer standard practices that accelerate Dropbox adoption and improve business and IT value
  • Run benchmarking and maturity surveys
  • Support Dropbox upsell and cross-sell opportunities
  • Thought Leadership: You will collaborate with Insights and other Dropbox teams, 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 in-house authority on business value discovery and communication

Requirements

  • B.S. or B.A. required, advanced degree (M.A., MBA, M.S., etc.) preferred
  • Significant experience in strategy consulting in a tier 1 consulting firm or value engineering role at a leading software company
  • Excellent consulting skillset, including discovery, analysis, quantitative modeling, listening, empathetic communication and project leadership skills
  • Experience leading workshops and/or facilitating meetings with multilevel internal and customer audiences
  • Deep understanding and experience with business case creation, use case analysis, benefit quantification, and proposal structuring
  • Very strong executive presentation and persuasion skills
  • Gravitas, being convincing in customer situations
  • Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward
  • Good sense of humor coupled with strong interpersonal and collaboration skills
  • Drive and motivation to take on additional supportive responsibilities over time
  • Ability to work independently and creatively
  • Willingness to travel up to 33% to customer sites
Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure people feel supported and connected at work. Women at Dropbox, [email protected], Black Dropboxers, and Pridebox (for LGBTQ employees and allies) are groups here helping to create a culture that we are proud to be part of.

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