Japan Channel Sales Lead


  • Full Time

Role Description 

The Channel Sales Lead- Japan will lead the Dropbox Business Channel sales organization in Japan. 
This role is responsible for leading a team to drive the success of the existing accounts by developing trusted relationships with partners, maximizing up-sell/cross sell opportunities, driving retention rates and growing our business.
Dropbox’ business in the region is predominantly Sell-Through, so a strong background in developing high-growth and expansion opportunities through an indirect sales model is critical to the role.  At the same time, this position offers an experienced SaaS Channel sales leader the opportunity to scale an existing, high-growth business with a strong Sell-With proposition for a true multi-product offering as the leader in Distributed Works.


  • Leading a team who are to sell- through/sell-with the partners in Japan
  • Ownership of quarter-based revenue responsibility for SMB market solely and Enterprise together with High-Touch sales team
  • Design, build and execute an appropriate partner business scheme and program for the growth of Dropbox Business for Japan
  • Lead more complex commercial discussions C-level interactions and close complex deals
  • Develop and implement best practices to maximize pipeline creation, customer conversion rates, forecasting accuracy, and cross-functional collaboration
  • Deeply understand key Japanese markets, with the ability to accurately forecast and quantify market opportunities in the region
  • Drive a high-performing and professional sales culture, delivering on the revenue targets per quarter through operational excellence
  • Motivate, lead and inspire a team that reflects the Dropbox values of excellence, inclusivity, and diversity
  • Foster a culture of progressive personal development, coaching, and mentoring Dropbox’s future sales leaders
  • Strong thought leadership in the Japan leadership team


  • 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
  • Proven experience in leading a team working with small and medium enterprise accounts across multiple industries using value selling
  • Analytical, structured thinking, data-driven approach, and ability to synthesize the primary considerations
  • Adaptable, capable of working within ambiguity in a fast-paced environment
  • Excellent communication skills and ability to influence cross-functional partners in Sales, Marketing, and other functions
  • Fluent in Japanese and advanced level in English