API Solutions Architect, EMEA
Role Description
Are you thinking of pivoting your career from software development or product management into the sales area. Do you want to get a feel for how products are positioned and sold to customers. Do you have strong technical and software dev skills and are curious about how the sales world works.
As a API Technical Solutions Specialist at Dropbox, you will understand our products market fit and have good technical knowledge of the Dropbox product suite, specialising on our API offerings. You will develop a passion for understanding customer challenges and creatively building solutions to resolve them. You will gain the ability to navigate a customer interaction that is both technical and business focused with a variety of stakeholders. You will develop solutions and proofs of concept (PoC’s) that utilise our API’s to solve customers’ complex workflows.
This position supports all Dropbox products, all routes to market, with a strong focus on our API offerings.
Responsibilities
- Establish and maintain trusted adviser relationships with the technical and development teams at our customers and partners.
- Provide best-in-class pre-sales technical guidance, and support to our business customers and channel partners in their development of custom workflows using our API products.
- Work directly with customers alongside other Pre-Sales Solution Architects, Account Representatives, Partner Sales Managers, Industry Leads, Sales Leadership, Customer Success Managers and Account Managers to plan and execute a successful sales cycle.
- Work directly with our 3rd party Integrations (Business Development) team on integration/partnership evaluations as well as to vet whether a particular integration should be deprecated based on customer impact.
- Work directly with our Engineering, Product and Design teams to inform of customer feedback and influence product improvements
- Create, document and maintain several internally developed tools and train Dropboxers (sales and technical) and channel partners in how to position, sell, deploy or use those tools.
- As part of the deployment of API solutions and proofs of concept, understand and document existing customer workflows, identify transformation opportunities, and drive adoption of new, prescribed workflows.
- Routinely evaluate, document, and share the value of adoption of new workflows. Socialize lessons learned in a programmatic fashion with your team and other internal stakeholders such as Customer Success Managers, Pre-Sales Architects, Partner Sales Managers, Industry Leads, and Leadership.
- Partner with customer teams to develop technical project plans. Facilitate requirements gathering and assist with the creation of solutions and project deliverables, as needed.
- Partner with both customers and channel partners to develop and deliver solution architectures and be able to advise customer and channel partners implementation teams in the design, development, and deployment of Dropbox solutions.
- Exhibit a commercial acumen to map customer pains and needs to Dropbox products, removing road blocks and helping in the rapid progression of the sales cycle.
- Develop and demonstrate excellent product expertise across the suite of our API offerings, as well as a good knowledge of our other products.
- Be the go-to technical resource (subject matter expert) for various internal and external stakeholders.
- Exhibit deep knowledge of industry-wide IT technologies, best practices in software development, and processes around Secure Coding, Identity Management, and SaaS Integrations.
Requirements
- Recent software development experience with a proven track record in Software Engineering, Product Management or similar roles
- Experience implementing custom software projects, deploying SaaS technologies, and/or enterprise software
- Experience working with several programming/scripting languages (i.e. JavaScript, Go, Python, PowerShell)
- Strong working knowledge of REST APIs
- Previous experience communicating directly with key stakeholders, good interpersonal skills, along with strong verbal and written communication skills
- Fluent in English
- Flexibility to travel up to 20% of the time
