Japan Distribution Sales Lead
Dropbox
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
The Channel Sales Lead – Japan will spearhead Dropbox’s channel sales organization in Japan, driving growth and excellence in partnership-driven sales. This role is pivotal in maintaining and enhancing Dropbox Japan’s "100% channel-first" business model, established in 2020 as a global benchmark for channel sales excellence.
Dropbox Japan has become a gold standard in channel sales by embedding Centers of Excellence (COE) within partner organizations and transferring key skills. This approach has delivered exceptional results in new customer acquisition (GNARR) and existing customer retention (RARR). Initially developed with distributors, this successful methodology is now being expanded to key resellers.
This role involves both strategic and hands-on responsibilities, leveraging Dropbox Japan’s proven success while contributing to broader, global transformations. The successful candidate will work collaboratively with global peers to share insights, explore innovative strategies, and influence Dropbox’s global business approach.
Responsibilities
- Lead a team focused on "sell-through" and "sell-with" strategies with partners in Japan.
- Own quarterly revenue responsibility, including weekly forecasting and course correction.Lead complex commercial discussions with partner executives.
- Represent Dropbox as an ambassador, ensuring exceptional customer satisfaction in every interaction.
- Take ownership of annual growth planning initiatives.
- Facilitate engagement between Dropbox teams and named partners.
- Guide team members in developing and securing annual account plans with partners and internal stakeholders.
- Cultivate a high-performing, professional sales culture.
- Collaborate with team members to create career development plans and promote individual growth.
- Motivate, lead, and inspire a team aligned with Dropbox’s values of excellence, inclusivity, and diversity.
- Foster a culture of personal development, coaching, and mentorship to develop future sales leaders within Dropbox.
Basic Qualifications
- 10+ years of experience in driving business through recruiting, developing, and scaling Channel partners and Distribution
- 3+ years of people management /team leader experience in a sales environment, with proven success in coaching, hiring, engaging, retaining, and developing key talents
- Track record of building and driving a successful multi-product SaaS Channel sales team to over-achievement with excellence in areas of Channel sales execution, including Resellers and Distributors
- 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 advanced level in English
Preferred Qualifications
- MBA preferred
- SaaS background preferred
- Hi-touch or Direct sales experience preferred
Compensation
Benefits
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:
- Competitive medical, dental and vision coverage*
- Retirement savings through a defined contribution pension or savings plan**
- Flexible PTO/Paid Time Off policy in addition to statutory holidays, allowing you time to unplug, unwind, and refresh
- Income Protection Plans: Life and disability insurance*
- Business Travel Protection: Travel medical and accident insurance*
- Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
- Parental benefits including: Parental Leave, Fertility Benefits, Adoptions and Surrogacy support, and Lactation support
- Mental health and wellness benefits
Additional benefits details are available upon request.
*Where group plans are not available, allowances may be provided
**Benefit, amount, and type are dependent on geographical location, based upon applicable law or company policy