Senior EMEA Renewals Lead

Dublin, Ireland

Company Description

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 are looking for high-energy, driven professionals with intuition for business, strong technical aptitude and natural sales instincts to join our Sales Development 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!

Responsibilities

  • Responsible for leading a team who are renewing, partnering with AEs to upsell, and closing of maintenance/service/license contracts in EMEA
  • Driving improvements on customer retention for enterprise accounts in EMEA
  • Lead more complex commercial discussions and renewals for deals
  • Ensures customer awareness and understanding of applicable product elements
  • Own, drive and manage the renewals process in collaboration with the broader account team
  • 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
  • Lead proactive discovery conversations to uncover new opportunities, and transfer upsell 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
  • Develop a thorough understanding of Dropbox products and maintenance contracts
  • Must meet sales objectives such as quota and productivity requirements.
  • Manage, track, and report sales activities and results using Salesforce.com

Requirements

  • Strong sales experience in a technology environment
  • Prior experience running/leading a sales or renewals team.
  • Proven ability to account manage in the European markets and successfully build brand awareness and close deals
  • Consistent track record of success selling or retaining enterprise software in a highly competitive environment
  • Demonstrated ability to continuously improve effectiveness, recognizing opportunities for creating new systems, structures, and processes
  • Strong knowledge of CRM reporting and dashboards, and highly focused on numbers and process
  • Excellent communication skills and ability to influence cross-functional partners in Sales, Marketing and other functions
  • Ability to identify, develop, grow talent
  • Commercial /Negotiation experience
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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