Role Description

As a Technical Solutions Specialist based in Japan, you will serve as a trusted technical advisor to Dropbox customers, partners, and our Direct Sales and Channel teams across Japan and Korea.

You will independently lead technical discovery, solution design, product demonstrations, integration and security discussions, pilots, and proofs of concept across both markets. You will help customers understand how Dropbox can enable secure collaboration, AI-powered workflows, and broader workplace transformation.

Working closely with Sales, Channel, Customer Success, Product, and Engineering, you will translate complex technical requirements into clear business outcomes, support strategic opportunities from early discovery through post-sales handoff, and strengthen the technical capabilities of our partner ecosystem.

Responsibilities

• Partner with the Direct Sales and Channel teams to understand customer requirements and design secure, scalable solutions across Dropbox products, add-ons, and third-party integrations.
• Lead technical discovery sessions, product demonstrations, architecture workshops, security reviews, pilots, and proofs of concept.
• Advise customers and partners on APIs, integrations, migration strategies, deployment approaches, and the ongoing management and security of Dropbox solutions.
• Build trusted technical relationships with stakeholders across IT, Security, Engineering, Operations, business leadership, and executive teams, confidently addressing technical objections and risk considerations.
• Translate technical capabilities into clear business value and develop tailored workflows and solutions that support measurable customer outcomes.
• Enable Sales teams, Customer Success teams, service delivery partners, and channel partners through technical training, demonstrations, and reusable content, while ensuring a smooth transition from pre-sales to post-sales.
• Represent the voice of the customer to Dropbox Product teams and leadership, and participate in customer meetings, partner engagements, conferences, and other industry events.

Requirements

• Demonstrated experience in a customer-facing technical pre-sales role, such as Sales Engineer, Solutions Consultant, Technical Consultant, or Professional Services Consultant, within B2B SaaS or cloud technology.
• Strong knowledge of SaaS applications, cloud and on-premises integrations, APIs, identity and access management, and enterprise security concepts.
• Experience leading technical discovery, product demonstrations, solution workshops, security discussions, pilots, or proofs of concept.
• Ability to translate complex technical information into clear business outcomes and communicate effectively with IT administrators, developers, security teams, business decision-makers, and executive audiences.
• Experience supporting AI-enabled solutions and enterprise security requirements, with sound judgment around data privacy, output validation, customer confidentiality, and responsible AI use.
• Professional fluency in Japanese and Korean, with business-level proficiency in English. You must be able to lead customer-facing technical discussions, demonstrations, presentations, and written communications in Japanese and Korean, and collaborate effectively in English with Dropbox’s global teams through meetings, documentation, and internal communications.
• Willingness and ability to travel to customer sites, partner meetings, conferences, and other events across Japan and Korea, with occasional travel elsewhere in the APJ region.

Preferred Qualifications

• Experience with collaboration, content management, cloud storage, productivity, AI, or digital workplace platforms.
• Experience supporting channel partners, service delivery partners, or other partner-led sales motions.
• Experience with enterprise migrations, API-led integrations, security assessments, or complex technical procurement processes.
• Familiarity with enterprise technology customers and partner ecosystems across Japan and Korea.
• Relevant cloud, security, identity, or technical architecture certifications.

Durable Skills

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

• Awareness: Understand yourself and others.
• Judgment: Evaluate information and make decisions in complex situations.
• Adaptability: Learn, adjust, and stay effective through change.
• Connection: Communicate, collaborate, and build trust.

To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.

Compensation

Read more about our benefits here.

Company Description

Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We deliver solutions that transform how companies collaborate. 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 our customers, channel partners, and business decision makers 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.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.

This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.

AI Fluency