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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.
- 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
