Senior Manager, APJ Field & Channel Marketing

Role Description

As Senior Manager, APJ Field & Channel Marketing, you will lead the development and execution of Dropbox’s regional marketing strategy across the entire Asia-Pacific and Japan region. You will bring the greatest depth of focus to Dropbox’s Tier 1 markets—Australia/New Zealand, Singapore, Korea, India, and Japan—while building fit-for-market programs for Tier 2 markets including Vietnam, Hong Kong, and Taiwan. Reporting to the Chief Marketing Officer, you will work in close partnership with the Regional VP of Sales to translate business priorities into integrated marketing strategies and campaigns that create pipeline, accelerate opportunities, and support regional sales growth.

Responsibilities

• Develop and own the integrated field and channel marketing strategy for APJ, aligned with regional sales priorities and Dropbox’s global marketing strategy.
• Partner closely with the Regional VP of Sales and sales leadership to develop regional and country-level plans that create qualified pipeline, accelerate priority opportunities, and support revenue growth.
• Lead the planning and execution of regional marketing programs across field events, executive experiences, account-based initiatives, integrated campaigns, partner and channel activations, webinars, and other locally relevant tactics.
• Build an equally strong field and channel marketing motion, balancing direct-to-customer and partner-led investments by market using customer insight, sales priorities, partner opportunity, and performance data.
• Lead, coach, and develop the Japan Marketing team by establishing clear goals, operating rhythms, and opportunities for growth while enabling strong local execution.
• Build strong relationships with regional sales, partner sales, and channel leaders; create joint plans with priority partners and develop co-marketing programs that extend Dropbox’s market reach and generate partner-sourced or partner-influenced demand.
• Translate global campaigns, positioning, and content into regionally relevant programs, partnering with global Campaigns, Product Marketing, Brand, Digital, Communications, Marketing Operations, and other teams.
• Own the regional marketing budget, agency and vendor relationships, program calendar, forecasting, and performance reporting; continuously optimize investments based on pipeline impact and ROI.
• Establish clear KPIs and operating cadences with Sales and Marketing Operations, including regular planning sessions and business reviews that connect marketing activity to pipeline creation and opportunity progression.
• Represent APJ within the global marketing organization, sharing market intelligence, customer and partner feedback, competitive insight, and regional best practices to improve company-wide strategy and execution.
• Build a scalable regional marketing playbook that balances consistency across APJ with the distinct needs, cultures, routes to market, and buying behaviors of individual countries.
• Travel within the region and internationally as needed to support team leadership, sales planning, partner engagement, and key programs—approximately 20%

Requirements

• 10+ years of progressive B2B marketing experience, including significant experience in regional, field, demand generation, and/or channel marketing within enterprise software, SaaS, or another technology environment.
• Demonstrated experience developing and executing multi-country APJ marketing strategies that produced measurable pipeline and sales impact.
• People-management experience, including coaching and developing marketers working across different countries, cultures, or time zones.
• Proven ability to operate as a strategic partner to senior sales leaders, translate sales priorities into marketing plans, and build alignment through planning and business reviews.
• Experience leading an integrated mix of field and channel programs, including events, account-based programs, partner co-marketing, campaigns, and pipeline-acceleration initiatives.
• Strong commercial and analytical skills, including experience managing regional budgets, setting program KPIs, evaluating pipeline contribution, and using performance data to optimize investment.
• Excellent executive communication, cross-functional leadership, and influencing skills, with the ability to operate effectively in a global, distributed, and highly collaborative organization.

Preferred Qualifications

• Deep familiarity with the APJ technology market, with experience developing differentiated strategies across mature and emerging markets; direct experience in several of Dropbox’s Tier 1 markets is strongly preferred.
• Experience in a channel-led or partner-influenced go-to-market model, including co-marketing with resellers, distributors, alliances, or technology partners.
• Experience building or evolving a regional marketing function, operating model, or playbook in a growing or changing business.
• Strong understanding of enterprise and commercial buying journeys, account-based marketing, opportunity acceleration, and regional event strategy.
• Experience working in a Virtual First or similarly distributed global organization.

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