Dropbox
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Seattle, WA
Remote

Business Development Manager, Ecosystem Partnerships - Location Flexible

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Job Description

The Ecosystem Partnerships team in Business Development is responsible for collaborating with our product and customers organizations to identify and drive revenue and growth initiatives through and with partners. This individual will play a crucial role in the success of our product strategy and revenue targets by 1) Growing Dropbox’s core business by securing enhanced user value and new revenue streams and 2) Identifying ways to find product market fit and increase reach for new Dropbox products. 

 

Dropbox is seeking an ambitious Business Development Manager who is passionate about technology and business strategy to lead platform initiatives and establish and manage partnerships with best-in-class technology companies. In addition to relationship management and negotiation experience, this position requires critical thinking, creativity, project management, and execution skills as you'll be called upon to identify and drive ecosystem initiatives while working cross-functionally with our Product, Engineering, Design, Marketing, Finance, and Legal teams.

Responsibilities

  • Play an integral role in driving the ecosystem strategy by identifying new opportunities for partnerships across Dropbox, HelloSign, and future product lines with a focus on key B2B use cases and global scale. 
  • Work cross-functionally with Product teams to define priorities, develop strategies, and secure partnerships to support those initiatives.
  • Independently develop and manage new partnerships, including research, exploration, engagement, term sheet, contract, integration, launch, and account management.
  • Develop and manage new partnerships, including sourcing, product alignment, business case, negotiations, integration development, GTM plans, and partner management.
  • Manage technical and business negotiations, and partner with our legal team to develop and negotiate custom partnership agreements and repeatable templates to scale to future partnerships.
  • Work cross-functionally and collaborate with all levels of management internally and externally to build and maintain mutually beneficial partnerships.
  • Manage executive-level contacts with key partners, including QBRs and CEO/COO level meetings.

Requirements

  • 4+ years of experience in partner management or business development. Experience with cloud services or SaaS a plus.
  • Exceptional presentation, communication, and interpersonal skills.
  • Adept at understanding and contributing to conversations with colleagues in technical functions around product specifications.
  • Motivated, self-directed, and confident individual contributor who can thrive in a dynamic environment. You maintain composure in high pressure and ambiguous situations.
  • Ability to develop, review and negotiate complex contracts and familiarity with standard deal structures.
  • Strong organization, prioritization, and project management skills.
  • Structured and analytical thinker with the ability to distill complex issues into structured frameworks and concrete plans.
  • Undergraduate degree
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What are Dropbox Perks + Benefits

Dropbox Benefits Overview

We’re proud to offer benefits that help all Dropboxers take care of their holistic selves, so they can keep flowing at work.

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Employee resource groups
Employee-led culture committees
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Team workouts
Mental health benefits
Financial & Retirement
401(K)
401(K) matching
Company equity
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Restricted work hours
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Sabbatical
At Dropbox, this is called 'Recharge'
Paid holidays
Office Perks
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Recreational clubs
Relocation assistance
Fitness stipend
Home-office stipend for remote employees
Professional Development Benefits
Job training & conferences
Tuition reimbursement
Lunch and learns
Promote from within
Mentorship program
Continuing education stipend
Continuing education available during work hours
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

In order to be successful in our Virtual First environment we needed to make changes that would allow employees to have more control over both where and how they work. Therefore, we embrace “non-linear workdays” with defined core collaboration hours that overlap across time zones. Beyond that, we encourage employees to design their own schedules to balance collaboration with needs for individual focus. We’ve also moved from “all day syncs” to an “async by default” culture, reserving meetings for discussion, debate, and decision-making, and handling all other work in our deep focus hours.

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