Role Description 

As a Senior Value Manager, you will partner with organizations that are evaluating, or have already deployed Dropbox to quantify the business value of our solutions. You will build relationships with our customers, understand their businesses, document Dropbox’s impact on processes and organization, and quantify financial implications. You will lead value modeling in territory and work with our product teams to develop value assessment impacts of new products and features. You will work with our internal teams to communicate, showcase, and publish some of these customer stories for wider consumption. 

Responsibilities

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

• Refining effective Value Discovery motions for both net new and up-sell sales motions
• 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, senior business and IT partners and executive sponsors
• Discover and replicate customer standard methodologies that accelerate Dropbox adoption and improve business and IT value
• 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, in partnership with internal marketing teams.

• Thought Leadership: collaborate with other Dropbox teams and external leaders to develop and articulate Dropbox business value proposition in a highly compelling manner
• Provide business process and value-centred sales collateral
• Support field sales training and execute incremental value selling programs
• Act as in-house guide 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
• Demonstrate customer feedback to influence the direction of ongoing product development

Requirements 

• Significant experience in sales, account management, value management or value engineering roles
• You have an excellent advisory skillset, including discovery, analysis, project leadership and quantitative modeling skills
• You enjoy leading workshops and/or facilitating meetings with multilevel internal and customer audiences
• A track record of building, packaging, and communicating compelling success stories, particularly in Mid-Market sales context
• You are an authority on business case creation, use case analysis, benefit quantification, and proposal structuring, geared towards both internal as well as external audiences
• You understand cloud software deal dynamics and 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 pursue additional responsibilities over time
• Ability to work independently and creatively
• B.S. or B.A. required, advanced degree (M.A., MBA, M.S., etc.) preferred
• Willingness to travel up to 25% to customer sites (when permitted)