Partner Sales Manager (PSM) - Japan will lead business expansion of Dropbox through scaling strategic partners.
Dropbox has been transforming its 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 the heart and core of this multi-year transition journey. That transition is only achievable by driving the success of the existing accounts through 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 corporations to better transform 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
- 2+ years of customer facing experience in partner management, business development, sales or account management, ideally within the IT industry
- 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
- SaaS background preferred
- Proven experience in channel partnerships
- Business experience which requires global collaboration
