Senior Technical Solutions Specialist

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

Read more about our benefits here.

Company Description

Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We deliver solutions that transform how companies collaborate. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with our customers, channel partners, and business decision makers to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.

This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.

AI Fluency

Focus areas include new sales acquisition, account management, channel partnerships and sales, planning and forecasting, and customer and partner enablement

Virtual First isn't just a policy

Committed to your growth

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