Distribution Sales Manager – Location Flexible Dropbox

Full time Remote @Dropbox Careers in Business Development , in Marketing , in Sales
  • Remote, Japan, Tokyo, Japan; Remote - APAC View on Map
  • Post Date : November 8, 2021
  • Apply Before : February 1, 2022
  • Salary: $0 - $0 / Monthly
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Job Detail

  • Job ID 23010
  • Offered Salary Negotiable
  • Career Level mid--senior
  • Experience 4-years
  • Gender All
  • Qualifications Bachelor Degree, Master Degree, MBA
  • Language Requirement English
  • Region north-america
  • Other Classifications Startup, SaaS, Tech, Non-Tech
  • Remote Yes
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Job Description

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 organisations in order to ensure the success of Dropbox and our partners.

Responsibilities

Recruit, enable and support partnerships with small MSPs, 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%の時間旅行できる方
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

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