Role Description

As the Solutions Lead for the APJ region, you will be responsible for managing, growing, & coaching a team of Solutions Consultants who support both direct & channel sales.

Youll work closely with Sales leadership & the global Solutions organization to drive regional success & contribute to the overall APJ strategy.

Acting as the regional point of contact for the Solutions function, youll also collaborate with Customer Success Managers & local leadership in Japan, serving as the voice of the customer & managing escalations & market feedback.

Responsibilities

• Lead & scale the APJ Solutions team into a world-class technical function through strong coaching, mentorship, & strategic hiring.
• Define & execute regional strategy in collaboration with Sales, Customer Success, & the global Solutions organization to drive revenue growth.
• Act as a trusted advisor & subject matter expert on Dropbox products, with deep technical expertise in API integrations, AI technologies, & enterprise security.
• Introduce & support the adoption of new product offerings in the APJ market, with a strong focus on AI & security solutions.
• Partner with cross-functional teams (Product, Engineering, Sales, CSM) to ensure technical alignment across the customer journeyfrom pre-sales to post-sales.
• Drive operational efficiency across the region, ensuring all sales engagements receive the technical support required to succeed.
• Represent customer feedback & market needs back to Product & global leadership to influence roadmap & prioritization.

Requirements

• 5+ years of people management experience leading technical pre-sales or customer-facing teams, ideally in a SaaS environment.
• 7+ years of experience in technical sales engineering or similar roles in Japan, with strong exposure to API-driven architectures & enterprise security.
• Proven success in developing & executing business strategies across regional markets.
• Strong understanding of internet & cloud technologies (e.g., TCP/IP, DNS, HTTPS, proxies, firewalls, caching, AI architectures).
• Excellent communication, presentation, & stakeholder management skills; able to build trust across global & local teams.
• Proficiency in both Japanese & English.
• Bachelor's degree in Computer Science, Engineering, or a related field (or equivalent experience).
• Willingness to travel as required.

Preferred Qualifications

• Working knowledge and/or experience of Okta, Symantec, Darktrace, Snowflake, Glean, AWS, Atlassian, Slack or Agentforce advantageous.