Lead and grow the APJ Solutions team, collaborating with sales and customer success to drive strategy and revenue growth, while acting as a subject matter expert on technical solutions.
Role Description
As the Solutions Lead for the APJ region, you will be responsible for managing, growing, and coaching a team of Solutions Consultants who support both direct and channel sales.
You’ll work closely with Sales leadership and the global Solutions organization to drive regional success and contribute to the overall APJ strategy.
Acting as the regional point of contact for the Solutions function, you’ll also collaborate with Customer Success Managers and local leadership in Japan, serving as the voice of the customer and managing escalations and market feedback.
Responsibilities- Lead and scale the APJ Solutions team into a world-class technical function through strong coaching, mentorship, and strategic hiring.
- Define and execute regional strategy in collaboration with Sales, Customer Success, and the global Solutions organization to drive revenue growth.
- Act as a trusted advisor and subject matter expert on Dropbox products, with deep technical expertise in API integrations, AI technologies, and enterprise security.
- Introduce and support the adoption of new product offerings in the APJ market, with a strong focus on AI and security solutions.
- Partner with cross-functional teams (Product, Engineering, Sales, CSM) to ensure technical alignment across the customer journey—from 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 and market needs back to Product and global leadership to influence roadmap and prioritization.
- 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 and enterprise security.
- Proven success in developing and executing business strategies across regional markets.
- Strong understanding of internet and cloud technologies (e.g., TCP/IP, DNS, HTTPS, proxies, firewalls, caching, AI architectures).
- Excellent communication, presentation, and stakeholder management skills; able to build trust across global and local teams.
- Proficiency in both Japanese and English.
- Bachelor's degree in Computer Science, Engineering, or a related field (or equivalent experience).
- Willingness to travel as required.
- Working knowledge and/or experience of Okta, Symantec, Darktrace, Snowflake, Glean, AWS, Atlassian, Slack or Agentforce advantageous.
Top Skills
Ai Architectures
Ai Technologies
Api Integrations
Caching
Cloud Technologies
Dns
Enterprise Security
Firewalls
Https
Internet Technologies
Proxies
Tcp/Ip
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