Senior Technical Solutions Specialist
角色描述 Dropbox 销售和道团队帮助组织通过技术改变他们的工作方式。我们与客户合作，了解其业务挑战并开发出提供实用可测量的解决方案。作为解决方案顾问，你将结合技术深度和商业判断力，以帮助客户评估和采用 Dropbox 产品。在 DBX 平台上的我们的工作中，这一职位特别重视实际 API 体验，集成和技术解决方案设计。你将直接与客户技术团队合作，了解他们的环境，设计连接的工作流程并通过示范，试点和概念验证来验证解决方案。你将带来使用 API 和脚本语言的经验，以及向从开发人员到 IT 团队到高级管理层的利益相关者解释技术决策和业务价值的能力。在直销和道上工作，你将支持整个销售周期 - 从发现和技术验证到部署计划和交付。你将帮助塑造客户解决方案，通过客户反影响产品开发并深化你在 Dropbox 的产品和平台功能上的专业知识。责任 ·与直接销售和频道团队合作，以使用 Dropbox 产品，增添工具和第三方集成来将客户的商业和技术要求转换为安全，实用的解决方案。·领导技术发现，示范，试点和概念证明，直接与客户技术团队合作确定成功标准，测试可行性和解决技术挑战。· 设计，构建和验证基于 API 的集成以及定制的工作流程，以满足客户需求并证明 Dropbox 产品的价值，包括 DBX 平台。·向销售代表，账户管理员和服务提供和道合作伙伴提供技术启动和培训。·确保有效交付给客户成功和道团队，记录拟议解决方案，技术依赖性，客户期望和部署考虑因素。·将客户反和集成要求传递到 Dropbox 产品团队和领导层来了解产品改进和优先事项。· 需要前往客户网站，会议和其他相关活动。要求 · 6年以上销售工程师，解决方案顾问，专业人员经验
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Role Description
The Dropbox Sales and Channel team helps organisations transform how they work through technology. We partner with customers to understand their business challenges and develop solutions that deliver practical, measurable value.
As a Solutions Consultant, you’ll combine technical depth with commercial judgement to help customers evaluate and adopt Dropbox products. With our work on DBX Platform, this role places particular emphasis on hands-on API experience, integrations and technical solution design.
You’ll work directly with customer technical teams to understand their environments, design connected workflows and validate solutions through demonstrations, pilots and proofs of concept. You’ll bring experience working with APIs and scripting languages, alongside the ability to explain technical decisions and business value to stakeholders ranging from developers and IT teams to senior executives.
Working across Direct Sales and Channel, you’ll support the full sales cycle—from discovery and technical validation through to deployment planning and handover. You’ll help shape customer solutions, influence product development through customer feedback and deepen your expertise across Dropbox’s products and platform capabilities.
Responsibilities
- Partner with Direct Sales and Channel teams to translate customer business and technical requirements into secure, practical solutions using Dropbox products, add-ons and third-party integrations.
- Lead technical discovery, demonstrations, pilots and proofs of concept, working directly with customer technical teams to establish success criteria, test feasibility and resolve technical challenges.
- Design, build and validate API-based integrations and tailored workflows that address customer requirements and demonstrate the value of Dropbox products including DBX Platform.
- Deliver technical enablement and training to Sales Representatives, Account Managers and service delivery and channel partners.
- Ensure effective handover to Customer Success and Channel teams, documenting the proposed solution, technical dependencies, customer expectations and deployment considerations.
- Bring customer feedback and integration requirements to Dropbox Product teams and leadership to inform product improvements and priorities.
- Travel to customer sites, conferences and other relevant events as required.
Requirements
- 6+ years of experience as a Sales Engineer, Solutions Consultant, Professional Services Solutions Consultant or in a comparable customer-facing technical role.
- Demonstrable hands-on experience using REST APIs and at least one programming or scripting language to build, test and troubleshoot integrations. Ability to explain authentication, data flows, technical decisions and your personal contribution to delivered solutions.
- Strong technical expertise in SaaS applications and integrations across cloud-hosted and on-premises environments, including collaboration or productivity technologies.
- Experience implementing large-scale IT projects, SaaS solutions or enterprise deployments, translating customer requirements into workable technical solutions.
- Strong written and verbal communication skills, with experience explaining technical concepts, business value and trade-offs to technical teams, executives and other key stakeholders.
- Deep understanding of identity management and authentication, including experience integrating with technologies such as Okta, Azure AD, Active Directory and SAML 2.0.
- Solid understanding of security and networking technologies, including CASBs, SIEMs and/or DLPs, and their implications for enterprise SaaS adoption and integrations.
Preferred Qualifications
- Experience supporting API-led SaaS platforms, data platforms, cloud infrastructure or cloud storage solutions, including object storage such as Amazon S3.
- Experience addressing customer use cases in media and entertainment, AI or security.
- Understanding of workplace transformation trends and their implications for enterprise workflows, collaboration and technology adoption.
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