As a Technical Solutions Specialist based in Japan, you will serve as a trusted technical advisor to Dropbox customers, partners, and our Direct Sales and Channel teams across Japan and Korea.
You will independently lead technical discovery, solution design, product demonstrations, integration and security discussions, pilots, and proofs of concept across both markets. You will help customers understand how Dropbox can enable secure collaboration, AI-powered workflows, and broader workplace transformation.
Working closely with Sales, Channel, Customer Success, Product, and Engineering, you will translate complex technical requirements into clear business outcomes, support strategic opportunities from early discovery through post-sales handoff, and strengthen the technical capabilities of our partner ecosystem.
Responsibilities- Partner with the Direct Sales and Channel teams to understand customer requirements and design secure, scalable solutions across Dropbox products, add-ons, and third-party integrations.
- Lead technical discovery sessions, product demonstrations, architecture workshops, security reviews, pilots, and proofs of concept.
- Advise customers and partners on APIs, integrations, migration strategies, deployment approaches, and the ongoing management and security of Dropbox solutions.
- Build trusted technical relationships with stakeholders across IT, Security, Engineering, Operations, business leadership, and executive teams, confidently addressing technical objections and risk considerations.
- Translate technical capabilities into clear business value and develop tailored workflows and solutions that support measurable customer outcomes.
- Enable Sales teams, Customer Success teams, service delivery partners, and channel partners through technical training, demonstrations, and reusable content, while ensuring a smooth transition from pre-sales to post-sales.
- Represent the voice of the customer to Dropbox Product teams and leadership, and participate in customer meetings, partner engagements, conferences, and other industry events.
- Demonstrated experience in a customer-facing technical pre-sales role, such as Sales Engineer, Solutions Consultant, Technical Consultant, or Professional Services Consultant, within B2B SaaS or cloud technology.
- Strong knowledge of SaaS applications, cloud and on-premises integrations, APIs, identity and access management, and enterprise security concepts.
- Experience leading technical discovery, product demonstrations, solution workshops, security discussions, pilots, or proofs of concept.
- Ability to translate complex technical information into clear business outcomes and communicate effectively with IT administrators, developers, security teams, business decision-makers, and executive audiences.
- Experience supporting AI-enabled solutions and enterprise security requirements, with sound judgment around data privacy, output validation, customer confidentiality, and responsible AI use.
- Professional fluency in Japanese and Korean, with business-level proficiency in English. You must be able to lead customer-facing technical discussions, demonstrations, presentations, and written communications in Japanese and Korean, and collaborate effectively in English with Dropbox’s global teams through meetings, documentation, and internal communications.
- Willingness and ability to travel to customer sites, partner meetings, conferences, and other events across Japan and Korea, with occasional travel elsewhere in the APJ region.
- Experience with collaboration, content management, cloud storage, productivity, AI, or digital workplace platforms.
- Experience supporting channel partners, service delivery partners, or other partner-led sales motions.
- Experience with enterprise migrations, API-led integrations, security assessments, or complex technical procurement processes.
- Familiarity with enterprise technology customers and partner ecosystems across Japan and Korea.
- Relevant cloud, security, identity, or technical architecture certifications.
AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:
- Awareness: Understand yourself and others.
- Judgment: Evaluate information and make decisions in complex situations.
- Adaptability: Learn, adjust, and stay effective through change.
- Connection: Communicate, collaborate, and build trust.
To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.
CompensationSkills Required
- Demonstrated experience in a customer-facing technical pre-sales role (Sales Engineer, Solutions Consultant, Technical Consultant, Professional Services) within B2B SaaS or cloud technology
- Professional fluency in Japanese and Korean; business-level proficiency in English
- Strong knowledge of SaaS applications, cloud and on-premises integrations, and APIs
- Experience with identity and access management and enterprise security concepts
- Experience leading technical discovery, product demonstrations, architecture workshops, security reviews, pilots, or proofs of concept
- Ability to translate complex technical information into clear business outcomes for technical and executive audiences
- Experience supporting AI-enabled solutions with attention to data privacy, output validation, and responsible AI use
- Willingness and ability to travel across Japan and Korea and occasionally elsewhere in APJ
- Experience with collaboration, content management, cloud storage, productivity, AI, or digital workplace platforms
- Experience supporting channel partners or service delivery partners and partner-led sales motions
- Experience with enterprise migrations, API-led integrations, security assessments, or complex procurement processes
- Familiarity with enterprise technology customers and partner ecosystems across Japan and Korea
- Relevant cloud, security, identity, or technical architecture certifications
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How does Dropbox ensure its pay and bonus plans are competitive?
Dropbox ensures base pay and bonuses are competitive by benchmarking pay using formal compensation surveys to create salary ranges and bonus targets, and conducting twice-yearly reviews aligned with performance.
Employees describe pay and bonuses as competitive and performance-driven.
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What We Do
We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the flexibility of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself—Dropbox is ready for you.
Why Work With Us
We believe people do their best work when empowered with autonomy and harmony, and we understand there’s no substitute for human connection. Our Virtual First model combines the flexibility of remote work with the power of in-person collaboration to create the best of both worlds: a distributed workplace, anchored in community.
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Employees work remotely.
While remote work is the primary experience for our employees, we also prioritize opportunities for quarterly in-person collaboration knowing that connection is vital to a thriving workforce. We focus on how we work, not where we work.
