Remote - APJ

Senior Technical Solution Specialist (Location Flexible)

Company Description

Dropbox is a leading global collaboration platform that's transforming the way people work together, from the smallest business to the largest enterprise. With more than 500 million registered users across more than 180 countries, our mission is to design a more enlightened way of working. From our headquarters in San Francisco to eight dedicated Studios and a worldwide team of employees who choose where they work best, our Virtual First approach is leading the way into the future of work.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.

Role Description

As a Technical Solutions Specialist, you understand Dropbox products market fit and have detailed technical knowledge of the Dropbox product suite. You have a passion for understanding customer challenges and creatively building solutions to resolve them. Additionally, you will play a huge role in helping our partners understand the value of Dropbox Business. You have the ability to navigate a customer or a partner interaction that is both technical and business-focused with a variety of stakeholders, up to and including the C-level. This position supports all Dropbox products, all RTMs, and the full sales cycle (solution discovery, multi-product selling, technical enablement, deployment, etc.).

Responsibilities

  • Understand business use-cases and technical details of the Dropbox for Business solution suite (including our third-party integrations).
  • Understand how Dropbox for Business solutions are managed and secured.
  • Build and deliver technical enablement to our Channel partners to ensure they have ongoing extensive knowledge of Dropbox solutions and how to ensure successful deployment for the customer.
  • Work closely with Partner Account Management and Product Management teams to ensure smooth prospect-to-customer transitions and customer success
  • Support the Partner Account Manager with technical product knowledge and objection handling in customer meetings.
  • Act as a Dropbox speaker at Dropbox partner events (virtual and live).

Requirements

  • Support the Direct Sales and Channel teams with deep technical solution expertise of Dropbox Products and Add-ons (including our third-party integrations), and how technical solutions are managed and secured
  • Manage the technical relationship with Dropbox partners and customers including objection handling, roadmaps, migration strategies, customer demos, pilots and proof-of-concept work
  • Ensure a smooth transition of deals from presales to our postsales Customer Success / Channel teams
  • Provide a critical voice of the customer back to leadership and Dropbox Product teams
  • Conduct technical solution enablement and training to Sales Representatives, Account Managers, Service Delivery Partners (ex: Vendor Partners & Channel Partners)
  • Develop tailored workflows and novel solutions emphasising a value-based selling approach
  • Respond to technical questions in RFIs and RFPs
  • English and Korean language fluency
  • Travel to customer sites, conferences and other related events
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, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).

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