Remote - Japan

Distribution Sales Manager

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 700 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 Channel distribution Account Manager, you will work closely with our distribution partner(s) to build and manage SMB partner relationships, specifically focused on training, enablement, activation and development of any other required capabilities to sell and support Dropbox Business. Although all Partners will transact through distribution you will be, for a specific subset of accounts, the partner’s key point of contact at Dropbox interfacing with other relevant teams across both the Dropbox and distributor organizations in order to ensure the success of Dropbox and our partners.

Responsibilities

  • Recruit, enable and support partnerships with small MSPs & Resellers, through distributors 
  • Run low-touch scaled campaigns through distributors
  • Support small partners close deals when needed
  • Responsible for the delivery of a specific and defined revenue quota
  • Own, build, develop and manage the Distribution plan for the region, achieve key KPI’s measured against the company’s strategic growth plan 
  • Build programs to identify key partners within each region with whom Dropbox can drive significant SMB and MM business growth, identify key stakeholders to build relationships and credibility within those partner organizations, to help them market the full potential of Dropbox business solutions and offers
  • Facilitate one-to-one and scaled engagement to train and enable Distribution sales teams to bring the best Dropbox experience to their partners
  • Lead local field marketing events and trade shows in collaboration with Distribution marketing and other internal stakeholders 
  • Establish relationships with the key Distributor personnel in the region to ensure that we build a seamless and effective sales process through the distributor cloud marketplace
  • Lead the engagement between the wider Dropbox teams at corporate level and key stakeholders within the business 
  • Maintain executive relationships at all levels and lead the rhythm of the business.
  • Understanding of sales methodology and the benefits of a structured approach to delivering quota across the region
  • 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 

 

  • 主要関係者を特定し、パートナー組織内での信頼性を確立し、DropboxBusinessの潜在力を最大限に発揮できるよう支援する
  • Dropboxのマーケット推進に積極的な新しいパートナーを開拓する。リセラーのリクルートを担当し、特にリセラープログラムの登録を増やすことに重点を置く
  • パートナーとのビジネスプランニングと目標設定プロセスを推進し、Dropbox社内の関連部署(法務、財務、設計、マーケティング、製品など)と協力して、これらのビジネス目標を達成する。
  • 販売代理店の販売チームと協力して、顧客に最高のDropbox体験をもたらす
  • 販売のベストプラクティス、トレーニング、サポートを通じて、パートナーの積極的な販売促進とパートナーシップの最大化を推進する
  • パートナーコミュニケーション、オペレーション、トレーニングプロセスを含むパートナーセールスプランを定義して実行する

Requirements

  • Proven previous experience in distribution(or Reseller, SMB customers) partnerships (SaaS background preferred) 
  • Have experience in working with Cloud Marketplace platforms and demonstrate growth across SaaS solutions 
  • Experience of building a comprehensive GTM program via a distribution network  
  • Deep understanding of the Collaboration and Work Place Transformation market, as well as the competitive offerings
  • Strong analytical, critical thinking and problem solving skills
  • Self starter, phenomenal teammate and team player
  • Fearless attitude to try new processes and iterate to scale a global sales engine
  • Strong propensity to take initiative; thrive on change and ambiguity
  • Must have an entrepreneurial mindset towards building a strategic set of partners 
  • Must be able to travel up to 35% of the time
  • Start up experience / knowledge is desired but not a requirement.
  • Project management and a build mentality is key to the success of this role.
  • Ability to hold executive relationships across multiple countries and languages
 
  • パートナー営業またはチャネル営業としての経験(SaaSのバックグラウンド優先)
  • パートナーを通じたエンタープライズ企業へのソリューション販売経験5年以上が望ましい
  • 直接またはパートナーを通じて収益を生み出した実績
  • 従来のITチャネルモデルを超えて、Dropboxパートナーのエコシステムを構築するための新しいアイデアを推進することが出来る、創造的な思考をお持ちの方
  • 新しいモデルの構築と従来のモデルの理解が出来ること。理想的には、大企業で経験およびスタートアップ/ベンチャーの経験両方を持ち合わせていることが望ましい
  •  関連チャネルマーケティング、パートナーエクスペリエンスによるリードジェネレーション経験優遇
  •  コラボレーション・マインドセットによる優れた組織力とコミュニケーション能力
  • 変化とあいまいさを恐れない方
  • 急速でダイナミックに成長するスタートアップ環境で学ぶことを強く望む方
  • 最大35%の出張が可能な方
  • 学士号または同等の経験
  • ネイティブレベルの日本語とビジネスレベル以上の英語力
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).

Other open positions

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.