Company Description

Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.

Team Description

Our Partnerships team builds and manages a global partner ecosystem including device manufacturers, network providers, developers, and retailers. With a passion for action-oriented analytics, we work together to establish product, commercial, and strategic partnerships that help Dropbox and its partners grow.

Role Description

The Dropbox Business Development team develops partnerships that generate material revenue and/or enable our company strategy. We work with a variety of partners, including strategic partners, hardware and software providers, and distribution partners.

Reporting to the Director of Distribution Business Development, as a Sr. Partner Manager on the Distribution Business Development team, you will play a critical role in unlocking the potential and enabling the success of our existing Go-to-Market partners to drive revenue growth for Dropbox. Core areas of impact include partner portfolio ownership, optimizing ongoing operations, maximizing revenue, and executing strategic initiatives. This position requires exceptional relationship management, critical thinking, creativity, problem-solving abilities, project management expertise, and the ability to execute independently and efficiently. You will also have to work closely with a variety of cross functional partners and senior leaders, both internal and external, to execute efficiently on partner initiatives. More details are in the responsibilities section below.

Collaboration across departments, including Product Management, Marketing, Legal, and Finance, will be vital. Your contributions will be pivotal in achieving our revenue objectives through:

• Account management and spearheading the execution of strategic partner initiatives.

• Maximizing Dropbox adoption and conversion by optimizing existing user journeys.

• Ensuring smooth execution of new partner launches to minimize delays.

• Collaborating with partners to address issues, improve processes, and explore innovative ways to enhance the partnership and drive new revenue streams.

Responsibilities

• Account Management - Take a leadership role in implementing partnership strategies, executing launches, managing ongoing initiatives, and resolving open issues.

• Reporting - Lead the preparation and delivery of regular partner Quarterly Business Reviews (QBRs) and Executive Business Reviews (EBRs). Maintain executive-level contacts with key partners, mapping out executive relationships. Complete and provide analysis on regular monthly and quarterly partner reports.

• Business Optimization - Maximize adoption of Dropbox via go to market partners, by ruthlessly examining and improving user journeys, by suggesting improvements and by recognizing and implementing new opportunities.

• Cross-functional collaboration - Collaborate cross-functionally with Product and Engineering teams to define priorities, roadmaps, and execute strategies for go-to-market partnerships. This includes aligning products roadmaps and executing on go-to-market plans.

• Partner relations - Foster collaboration and build strong relationships internally and externally, working with stakeholders at all levels of management to position Dropbox favorably with partners. Stay informed about partner organization changes and identify new areas of potential collaboration.