Head of Sales - APJ

📋 Description

• • **Lead and Grow Dropbox Business in APJ:** Take the helm of the Dropbox Business sales organization across Japan and the broader Asia-Pacific (APJ) region. This pivotal role is responsible for defining and executing the go-to-market (GTM) strategy, driving significant year-over-year revenue growth, and achieving ambitious sales targets.
• • **Strategic Vision and Execution:** Develop and implement a comprehensive sales strategy tailored to the unique market dynamics of Japan and APJ. This involves understanding customer needs, competitive landscapes, and partner ecosystems to identify growth opportunities and overcome challenges.
• • **Revenue Ownership:** Directly responsible for achieving and exceeding Dropbox Business revenue targets for the entire APJ region. This requires a deep understanding of sales forecasting, pipeline management, and performance metrics.
• • **Executive Engagement:** Act as a key liaison with the global Dropbox executive team, contributing to the extension of the company's managed sales strategy and ensuring regional alignment with global objectives.
• • **Partner Ecosystem Development:** Recognize and leverage the critical role of partners in the Japanese market. This includes building and nurturing relationships with large regional distributors and SMB partners, empowering them to expand their Dropbox business and drive scalable, sustainable growth.
• • **Direct Customer Engagement:** Work directly with key enterprise customers in the region, understanding their challenges and demonstrating how Dropbox solutions can address their needs, particularly in the evolving landscape of distributed work.
• • **Product Evolution and AI Integration:** Play a crucial role in scaling the business as it evolves with Dash, an AI solution designed to deliver smarter, faster, and more secure search capabilities. This involves understanding the product roadmap and effectively communicating its value proposition to the market.
• • **Team Leadership and Motivation:** Inspire, lead, and motivate a high-performing sales team that embodies Dropbox's values of excellence and inclusivity. Foster an environment of continuous learning, professional development, and mutual support.
• • **Sales Culture Cultivation:** Drive a culture of high performance, accountability, and professionalism within the sales team. Ensure consistent adherence to the sales methodology and a relentless focus on achieving quarterly revenue targets.
• • **Community Ambassador Role:** Serve as the Community Ambassador for the region, actively nurturing and creating a vibrant company culture. This involves promoting fun, a sense of belonging, and cultural engagement among regional employees.
• • **Cross-Functional Collaboration:** Work closely with various internal teams, including Marketing, HR, Solutions Engineering, and Customer Support. This collaboration is essential for ensuring efficient lead flow, shortening sales cycles, and optimizing product-market fit across Dropbox's entire portfolio.
• • **Market Awareness and Brand Building:** Drive region-wide awareness of Dropbox's B2B offerings through strategic initiatives such as external PR, customer events, speaking engagements, and close collaboration with marketing, channel, and communications teams.
• • **Regional Leadership Contribution:** Participate as a member of the regional leadership team, contributing to the broader strategic direction and operational success of Dropbox within APJ.
• • **Operational Excellence:** Implement and maintain operational excellence in all facets of sales execution, from lead generation and pipeline management to forecasting and managing the existing customer base.
• • **Adaptability and Ambiguity:** Thrive in a fast-paced environment, demonstrating the ability to navigate ambiguity and lead a team to achieve exceptional results while adhering to established sales methodologies.
• • **Data-Driven Decision Making:** Utilize analytical and structured thinking to quickly understand tasks, synthesize information, and make data-informed decisions to drive strategic initiatives and sales outcomes.