AddressDescription
Role Description The Strategic Vendor Partner (SVP) team leverages third party service providers (BPOs) to support Dropbox sales at scale across a variety of sales motions.
We are seeking a dynamic and experienced Program Manager to oversee our Renewal Sales Vendor Program.As a Vendor Program Manager, you will play a crucial role in managing vendor and stakeholder relationships, optimizing renewal processes, and maximizing customer retention rates and revenue.
You'll be instrumental in ensuring our organization's ongoing success and growth by driving revenue through effective vendor management and sales strategies, embracing calculated risks, agility, and change, exhibiting enthusiasm for new initiatives, demonstrating a passion for optimization and growth, and cultivating cross-functional relationships.
The ideal candidate possesses outstanding leadership skills, analytical acumen, customer-centric focus, and strong communication abilities to drive revenue, nurture customer relationships, and optimize renewals processes.
Responsibilities Program Leadership Own the program s revenue attainment ensuring quotas are distributed accurately, forecasting monthly / quarterly performance, and participating in establishing strategies to minimize risks to revenue attainment.
Act as driver when performance is down leading root causes analysis, back on track plans and progress reviews.Act as a change/transformation champion.
Managing transformation projects including creating workback plans, aligning stakeholders, collaborating with cross functional partners, providing regular updates to leadership, and ensuring timelines are met.
Identify areas of potential growth and optimization with an eye toward reducing friction, implementing technology / automation to drive improved performance, and ROI.
Represent the program internally. Participate in strategic decisions, downstream impacts of business changes and executive presentations.Identify and gather input from the right stakeholders and consider customer needs to make informed and timely decisions.
Leverage customer insights/data to inform decisions, balancing value for the customer with other business goals.
Ensure compliance with contractual obligations, managing escalations and disputes effectively.
Program Operations Develop and implement data-driven sales strategies to drive renewal rates and revenue growth.
Monitor and analyze KPI s to uncover statistically significant metrics or trends that have a direct impact to the program s output.
Own and develop the relationship with your Vendor PoCs including, leading regular performance conversations, actively engaging in XBRs, communicating Dropbox decisions, and addressing high level concerns or escalations proactively.
Analyze existing renewal processes and identify areas for improvement to enhance efficiency and effectiveness.Implement best practices and innovative solutions to streamline renewal workflows, ensuring a seamless customer experience.
Own creation and documentation of executive briefing docs, stakeholder feedback, playbooks and process docs.
Collaborate with cross-functional teams, including sales, marketing, customer support, and finance, to align renewal strategies with overall business objectives.
Provide guidance and support to sales teams to enhance their renewal sales capabilities.
Requirements Bachelor s Degree Strong Sales Project/Program Management background with a history of managing multiple projects at once.
Experience managing projects from inception through implementation with multiple stakeholders Must be process and operationally focused with a knack for documenting and translation Experience working with Vendors / BPOs (especially enabling vendor delivery) Ability to drive impact, as well as prioritize and balance competing needs Account Management and/or Renewal Experience Customer focused with an ability to decipher and trend customer needs.
An effective communicator who has the ability to work collaboratively in a team environment Data minded; comfortable leveraging data to make informed decisions Results-oriented mindset with a focus on achieving sales targets and KPIs.
Experience collaborating with cross-functional partners like sales ops or enablement to build deliverables that help optimize programs Experienced at gaining alignment and buy-in from stakeholders Strong desire to take initiative; you thrive on change and are comfortable with ambiguity Strong executive communication skills, both written and verbal.
A team player who is motivated by the success of the company and program.Preferred Qualifications Experience with running sales experiments Familiarity with sales systems (Salesforce, Outreach, Gong, etc.)
Experience in a multi-product SaaS company Total Rewards Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation.
We target most new hire offers between the minimum up to the middle of the range.Salary/OTE is just one component of Dropbox s total rewards package.
All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).
Current Salary/OTE Ranges (Subject to change): US Zone 1: $105,800 - $124,500 - $143,200.US Zone 2:
$95,300 - $112,100 - $128,900.
US Zone 3:
$84,700 - $99,600 - $114,500.
Dropbox uses the zip code of an employee s remote work location to determine which metropolitan pay range we use.
Current US Zone locations are as follows: US Zone 1: San Francisco metro, New York City metro, or Seattle metroUS Zone 2:
Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington (outside Seattle metro), Washington DC metro and West Virginia (DC metro)
US Zone 3:
All other US locationsPandoLogic
Keywords:
Sales Program Manager, Location:
San Diego, CA - 92108
