商务拓展代表 - 日本（远程）
Business Development Representative - Japan (Remote)
职位描述
作为日本地区的业务发展代表，你将通过生成合格的销售线索、接触目标客户，并帮助客户经理在Dropbox Business Enterprise、Dropbox Protect和AI解决方案领域创造新的企业机会，从而支持Dropbox日本销售团队。
你将在外向开拓、客户研究、利益相关者映射、潜在客户筛选、活动跟进和合作伙伴支持的销售线索生成等方面发挥关键作用。你将与客户经理紧密合作，识别相关的业务挑战，接触合适的角色，并创建清晰的交接流程，以推动合格的销售机会进入销售流程。
这个职位适合一位充满好奇心、抗压能力强、高度有条理并热衷于创造机会的人。你将有机会接触到企业销售流程、基于AI的工作场所转型、内容协作、安全与合规讨论以及高级销售利益相关者。对于希望未来成长为客户经理的人来说，这是一个很好的发展机会。
职责
- 通过外向开拓、客户研究、个性化邮件、电话 outreach、社交销售、活动和合作伙伴行动，为日本客户经理生成合格的销售线索。
- 及时跟进Dropbox主办的研讨会、网络研讨会和其他活动的参与者，在他们兴趣尚存时提高从营销合格线索（MQL）到销售合格机会的转化率。
- 在目标客户和现有客户中识别并接触新的采购中心，包括IT、安全、合规、运营、采购以及业务线利益相关者。
- 研究目标客户，了解其业务重点、触发事件、痛点以及在Dropbox Business Enterprise、Dash和Replay中的相关使用案例。
- 与客户经理合作建立客户地图，优先安排接触，支持区域规划，并制定多线程接触策略。
- 与潜在客户进行初步调研，了解协作、内容管理、安全、治理、AI和工作流程方面的挑战。
- 根据业务痛点、利益相关者匹配度、紧迫性、时间安排、使用案例和潜在收入影响来筛选机会，然后将这些机会清晰地交接给客户经理。
- 在Salesforce或同等CRM系统中维护准确的客户、联系人、活动和机会数据，同时分享客户洞察、异议和市场信息。
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Role Description
As a Business Development Representative for Japan, you will support Dropbox’s Japan Sales organization by generating qualified pipeline, engaging target accounts, and helping Account Executives create new enterprise opportunities across Dropbox Business Enterprise, Dropbox Protect and AI solutions.
You will play a crucial role in areas such as outbound prospecting, account research, stakeholder mapping, inbound qualification, event follow-up, and partner-supported pipeline generation. You will work closely with Account Executives to identify relevant business challenges, engage the right personas, and create clear handoffs that help move qualified opportunities into the sales cycle.
This role is ideal for someone who is curious, resilient, highly organized, and motivated by creating opportunity. You will gain exposure to enterprise sales cycles, AI-enabled workplace transformation, content collaboration, security and governance conversations, and senior sales stakeholders. This is a strong development opportunity for someone looking to grow into a future Account Executive role.
Responsibilities
- Generate qualified pipeline for Japan Account Executives through outbound prospecting, account research, personalized email, phone outreach, social selling, events, and partner motions.
- Follow up promptly with attendees from Dropbox-hosted seminars, webinars and other events while their interest is still fresh improving conversion from MQLs to sales-qualified opportunities.
- Identify and engage new buying centers within target and existing accounts, including IT, Security, Compliance, Operations, Procurement, and Line-of-Business stakeholders.
- Research target accounts to understand business priorities, trigger events, pain points, and relevant Dropbox use cases across Dropbox Business Enterprise, Dash, and Replay.
- Partner with Account Executives to build account maps, prioritize outreach, support territory planning, and create multi-threaded engagement strategies.
- Conduct initial discovery with prospects to understand collaboration, content management, security, governance, AI, and workflow challenges.
- Qualify opportunities based on business pain, stakeholder fit, urgency, timing, use case, and potential revenue impact, then create clear handoffs to Account Executives.
- Maintain accurate account, contact, activity, and opportunity data in Salesforce or equivalent CRM, while sharing customer insights, objections, and market feedback with cross-functional teams.
Requirements
- 3+ years of B2B sales, business development, sales development, lead generation in a SaaS, technology, or a consultative sales environment.
- Demonstrated ability to generate interest through outbound prospecting, including personalized email, phone outreach, social selling, events, or account-based campaigns.
- Strong written and verbal communication skills, with the ability to tailor messaging to different customer personas, business priorities, and levels of seniority.
- Strong curiosity and discovery skills, with the ability to ask thoughtful questions and connect customer challenges to potential Dropbox value.
- High level of organization and follow-through, including accurate CRM hygiene, activity tracking, timely prospect follow-up, and clear AE handoffs.
- Fluent Japanese is required. Business-level English fluency is preferred.
- Bachelor's degree or equivalent practical experience.
Preferred Qualifications
- Experience prospecting into mid-market or enterprise accounts in Japan.
- Preferred industries of expertise: construction, media, technology
- Experience engaging IT, Security, Compliance, Operations, Procurement, or Line-of-Business stakeholders.
- Familiarity with SaaS, cloud collaboration, content management, productivity tools, or AI-enabled workplace solutions.
- Experience supporting account-based sales motions, partner motions, field events, or executive engagement campaigns.
- General understanding of enterprise software buying processes, including multi-stakeholder evaluation and procurement cycles.
Durable Skills
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.