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

Partner sales manager (PSM) - Japan will lead business expansion of Dropbox through scaling strategic partners.

Dropbox has been transforming business model to “channel first”. Partner’s autonomy level is getting higher every year from demand generation to post-sales customer success. This role is heart and core of this multi-year transition journey. That transition is only achievable by driving the success of the existing accounts thru developing trusted relationships with partners, maximizing up-sell/cross sell opportunities, driving retention rates and growing our business.

This transformation is happening simultaneously in other multiple international regions. So, the role is expected to proactively work with global peers to share learnings, seek for fresh ideas and jointly push corporation to better equip learnings into global business strategy.

Dropbox is rapidly growing its partner community so a successful candidate will have experience working with partners one-to-one and in scaled capacity to further accelerate growth.

Responsibilities

• Responsible for the delivery of a specific and defined revenue quota
• Own, build, develop and manage the Partner plan for managed book of partners
• Identify key stakeholders to build relationships and credibility within those partner organizations, and help them realize the full potential of Dropbox Business
• Facilitate one-to-one and scaled Partner engagement to train and enable sales teams to bring the best Dropbox experience to their customers
• Lead Partner marketing campaigns in collaboration with partner marketing and other internal stakeholders
• Establish relationships with the key Distributor personnel to ensure that we build a seamless and effective sales process
• Work with relevant Account Representatives and Account Managers on account mapping and opportunity management where applicable
• Own and drive a structured renewal process for existing customer teams
• Lead the engagement between the wider Dropbox teams with the named partners
• Maintain and execute relationships at all levels of the company and lead the rhythm of the business
• Make every potential Dropbox customer happy with every interaction, being an ambassador for Dropbox and our unique culture at every opportunity
• Develop a thorough understanding of Dropbox products and roadmap

Requirements

• Proven experience in IT industry
• Strong experience in channel partnerships
• Business experience which requires global collaboration
• Strong analytical, critical thinking and problem solving skills
• Self starter, phenomenal teammate and team player
• Must have an entrepreneurial mindset towards building a strategic set of partners
• Fluent in Japanese and business level English

Preferred Qualifications

• SaaS background

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).