Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We develop relationships that transform how companies collaborate and stories that shape how they see Dropbox. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with senior leaders to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team. Areas of work include Sales Enablement, Sales Analytics, Customer Success, Account Management, Business Development, Channel Partnerships, Enterprise Sales, and Sales Operations.

Role Description

As the Solutions Lead for the APJ region, you will be responsible for managing, growing, and coaching a team of Solutions Consultants who support both direct and channel sales.

You’ll work closely with Sales leadership and the global Solutions organization to drive regional success and contribute to the overall APJ strategy.

Acting as the regional point of contact for the Solutions function, you’ll also collaborate with Customer Success Managers and local leadership in Japan, serving as the voice of the customer and managing escalations and market feedback.

Responsibilities

• Lead and scale the APJ Solutions team into a world-class technical function through strong coaching, mentorship, and strategic hiring.
• Define and execute regional strategy in collaboration with Sales, Customer Success, and the global Solutions organization to drive revenue growth.
• Act as a trusted advisor and subject matter expert on Dropbox products, with deep technical expertise in API integrations, AI technologies, and enterprise security.
• Introduce and support the adoption of new product offerings in the APJ market, with a strong focus on AI and security solutions.
• Partner with cross-functional teams (Product, Engineering, Sales, CSM) to ensure technical alignment across the customer journey—from pre-sales to post-sales.
• Drive operational efficiency across the region, ensuring all sales engagements receive the technical support required to succeed.
• Represent customer feedback and market needs back to Product and global leadership to influence roadmap and prioritization.

Requirements

• 5+ years of people management experience leading technical pre-sales or customer-facing teams, ideally in a SaaS environment.
• 7+ years of experience in technical sales engineering or similar roles in Japan, with strong exposure to API-driven architectures and enterprise security.
• Proven success in developing and executing business strategies across regional markets.
• Strong understanding of internet and cloud technologies (e.g., TCP/IP, DNS, HTTPS, proxies, firewalls, caching, AI architectures).
• Excellent communication, presentation, and stakeholder management skills; able to build trust across global and local teams.
• Proficiency in both Japanese and English.
• Bachelor's degree in Computer Science, Engineering, or a related field (or equivalent experience).
• Willingness to travel as required.

Preferred Qualifications

• Working knowledge and/or experience of Okta, Symantec, Darktrace, Snowflake, Glean, AWS, Atlassian, Slack or Agentforce advantageous.

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, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.