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

• 5 Years+ experience in IT industry
• 3 Years+ proven experience in channel partnerships
• 2 Years+ 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 advanced level in English

Preferred Qualifications

• SaaS background preferred
• Hi-touch or direct sales experience preferred

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.

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.