Company Description

Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.

Role Description

Dropbox is seeking a dynamic and experienced Head of Sales Asia to lead its Dropbox Business sales organization across the Asia region (all APAC except Australia and New Zealand).

Dropbox’ regional offices is located in Singapore and the teams are currently selling into 6 countries across Asia.

This role is responsible for leading a team to drive the success of the existing accounts by developing trusted relationships with partners, customers, maximizing up-sell/cross sell opportunities, driving retention rates and growing net new business.

Dropbox’ business in the region is Sell-Through, so a strong background in developing high-growth and expansion opportunities through an indirect sales model is critical to the role. At the same time, this position offers an experienced SaaS sales leader the opportunity to scale an existing, high-growth business with a strong Sell-Through proposition for a true multi-product offering as the leader in Distributed Work.

Responsibilities

• Leading a team who are to sell- through the partners in Asia
• Drive a high performing and professional sales culture, delivering on the revenue targets per quarter through operational excellence
• Develop account plans and strategies to drive revenue growth and market share within existing accounts/partners
• Deeply understand key Asia markets, with the ability to accurately forecast and quantify market opportunities in the region
• Develop and implement best practices to maximize pipeline creation, customer conversion rates, forecasting accuracy, and cross-functional collaboration
• Lead more complex commercial discussions C-level interactions and in closing complex deals
• Drive improvements on customer retention for enterprise accounts
• Motivate, lead and inspire a team that reflects the Dropbox values of excellence, inclusivity and diversity
• Foster a culture of progressive personal development, coaching and mentoring Dropbox’s future sales leaders
• Strong thought leadership within global sales and marketing and also into the APAC leadership team

Requirements

• Track record of owning and driving a successful multi-market, multi-product SaaS sales team to over-achievement across various routes to market (direct incl. Vendor Sales Teams, Channel)
• Proven ability to drive business through recruiting, developing and scaling Channel partners and Distribution
• Strong people leadership experience in a sales environment, with proven success in coaching, hiring, engaging, retaining and developing key talent
• Proven experience in building a sales organization with excellence in all areas of sales execution including lead generation, pipeline management, closing deals and managing existing installed base of customers
• Proven excellence in leading an organization working with small, medium and large enterprise accounts across multiple industries using value selling
• Analytical, structured thinking, data driven approach and ability to synthesize the main considerations
• Adaptable, capable of working within ambiguity
• Capability of operating in a fast paced environment, and to lead a team to operate at pace and with exceptional results within the guidelines of the sales methodology
• Excellent communication skills and ability to influence cross-functional partners in Sales, Marketing and other functions
• Work permission in Singapore
• Native or Fluent in English

Preferred Qualifications

• Experience in managing multi-country business in Asia

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).