Dropbox for Business Sales Team Lead, Education
Sales Team | San Francisco, CA
Founded in 2007, Dropbox is a service that lets you bring all your photos, docs, and
videos anywhere and share them easily. Since inception, Dropbox has experienced
explosive growth and Dropbox today is used by over 300 million users and over 4
million businesses around the world.
Dropbox has the opportunity to become a leading, globally recognized technology
company. With strong adoption globally (significant majority of the 300 million are
already outside the United States), there is an immense opportunity to build vertical
sales and go-to-market plans to even further accelerate growth & adoption in key
markets around the world.
The education industry represents a key market for Dropbox for Business and is
already one of the top verticals for Dropbox. Some of the most recognized colleges
and universities in the world, school districts and primary schools at all levels already
have meaningful numbers of Dropbox users who rely on the service to be more
productive. We have tremendous penetration throughout the education system -
from K-12 to graduate schools, students to administrators, classrooms to online
learning platforms. Help us drive our education footprint to the next level.
Responsibilities
- Lead the initiative to sell Dropbox for Business to the education industry- with special emphasis on the college and university and school district segments
- Drive market awareness and cultivate a well-respected brand across the education industry for Dropbox for Business
- Build the vertical business case and own quarterly forecasts, be the key interface across the company for Education initiatives, manage cross-functional relationships to ensure go-to-market deliverables are made on time
- Manage a team of Account Executives to target new customers and to develop strong relationships with clients in the education industry, with particular emphasis on the college market, large school districts, and international institutions
- Manage all phases of the selling process to achieve agreed-upon financial targets and performance metrics
- Drive business growth in the chosen segments of the education industry by developing senior-level relationships across institutions and leading resellers
- Build and develop a Sales team, growing customers and prospects
- Work directly with marketing and sales enablement to ensure vertical selling team has proper support
- Develop and implement best practices to maximize pipeline creation, customer conversion rates, forecasting accuracy, and cross-functional collaboration
- Educate the market on Dropbox for Business use cases across the higher education segments, school districts, and K-12; amongst faculty and administrators; senior IT decision makers; superintendents; and resellers
- Attend industry trade shows, speak on panels, clearly articulate the vision for Dropbox in the education vertical, and uphold the excellence of Dropbox in public forums
- Serve as leadership sponsor to clients and help drive key executive relationships
- Strong thought leadership within the global sales and marketing teams
- Foster a culture of progressive personal development and mentoring Dropbox’s future sales leaders
Requirements
- 6+ years of sales experience and 2+ years of sales management experience in the education industry with a history of overachieving targets with a market-leading technology organization
- Translate business plans into quarterly plans, define accurate sales targets in collaboration with account executives, hire and manage sales team
- Analyze data trends and business performance, develop solid strategic plans, and prepare and conduct strategic pitches and presentations to internal and external stakeholders
- Demonstrated ability to continuously increase effectiveness of team, recognizing opportunities for creating new systems, structures, and processes
- Establish and nurture senior-level relationships with Education technology leaders
- Strong knowledge of Salesforce reporting and dashboards, and highly focused on numbers and process
- Proven track record working in a high-volume, collaborative environment
- US work authorization