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
Top Skills
What the Team is Saying
What We Do
We're a global community of more than 2,000 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 flexibility 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.
Why Work With Us
Our remote work model is a deliberate shift to provide greater flexibility, create a level-playing field, and evolve our culture to focus on people over places. Being a Virtual First company has allowed us to focus on our impact and effectiveness, by making investments in our employees according to what they need to do their best work.
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Employees work remotely.
While remote work is the primary experience for our employees, we also prioritize opportunities for quarterly in-person collaboration knowing that connection is vital to a thriving workforce. We focus on how we work, not where we work.
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