技术解决方案专员（日本）
Technical Solutions Specialist (Japan)
职位描述
作为日本的工程技术解决方案专家，你将作为值得信赖的技术顾问，为Dropbox的客户、合作伙伴以及我们的直销和渠道团队在日本和韩国提供支持。
你将独立领导技术调研、方案设计、产品演示、集成与安全讨论、试点项目和概念验证，覆盖两个市场。你将帮助客户了解Dropbox如何实现安全协作、AI驱动的工作流程以及更广泛的工作场所转型。
与销售、渠道、客户成功、产品和工程团队紧密合作，你将把复杂的技术需求转化为清晰的业务成果，从早期调研到售后交接支持战略机会，并增强我们合作伙伴生态系统的专业技术能力。
职责
- 与直销和渠道团队合作，了解客户需求，设计跨Dropbox产品、附加功能和第三方集成的安全、可扩展解决方案。
- 主导技术调研会议、产品演示、架构研讨会、安全审查、试点项目和概念验证。
- 为客户和合作伙伴提供API、集成、迁移策略、部署方法以及Dropbox解决方案的持续管理和安全方面的建议。
- 与IT、安全、工程、运营、业务领导和高管团队中的利益相关者建立可信的技术关系，自信地应对技术异议和风险考量。
- 将技术能力转化为清晰的业务价值，开发定制化的工作流程和解决方案，以支持可衡量的客户成果。
- 通过技术培训、演示和可重复使用的资料，赋能销售团队、客户成功团队、服务交付合作伙伴和渠道合作伙伴，同时确保从售前到售后的顺利过渡。
- 代表客户的声音向Dropbox产品团队和管理层反馈，并参与客户会议、合作伙伴活动、会议和其他行业活动。
要求
- 在面向客户的工程技术售前角色中具有实际经验，例如销售工程师、解决方案顾问、技术顾问或专业服务顾问，在B2B SaaS或云技术领域。
查看英文原文
Role Description
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.
Requirements
- 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.
Preferred Qualifications
- 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.
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.
Compensation