-remote- Work Opportunities ∙ Page 38

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

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