Role Description

As a Partner Development Manager, you will be responsible for the growth and acceleration of new partners and routes to market within the North America channel ecosystem. The role objective is to maximize the footprint of Dropbox in the marketplace and uncover new growth areas of the business. We are seeking a seasoned channel professional with experience developing and expanding partnerships and bringing new ideas into focus, all contributing to customer acquisition, expansion, and retention.

In order to achieve role objectives, you will work collaboratively internally with the broader channel team and cross-functional stakeholders, and externally with leadership and business units at partners. Dropbox is rapidly growing its partner community and market coverage, so a successful candidate will have experience delivering scaled success in a fast-paced environment, through strategic alignment and go-to-market initiatives.

Responsibilities

• Own, build, develop, and manage the channel expansion plan for the designated region
• Identify key stakeholders to build relationships and credibility within partner organizations to help them realize the full potential of Dropbox Business
• Facilitate one-to-one and scaled partner engagement to train and enable teams to bring the best Dropbox experience to customers
• Uncover new areas of focus to unlock open routes to market
• Lead partner marketing events and campaigns in collaboration with partner marketing and other internal stakeholders  
• Work with relevant outbound sales teams on opportunity management, where applicable
• Maintain and execute relationships at all levels of the company and lead the rhythm of the business

Requirements

• Proven experience in channel partnerships (SaaS background preferred)
• Deep understanding of the Collaboration and Workplace Transformation market, as well as the competitive offerings
• Strong analytical, critical thinking and problem solving skills
• Self starter, phenomenal teammate and team player
• Fearless attitude to try new processes and iterate to scale a global sales engine
• Strong propensity to take initiative; thrive on change and ambiguity
• SaaS Sales or Channel Reseller or Distributor experience
• Must have a proven track record in developing businesses with 3rd party organizations and building comprehensive GTM sales plans
• Must have an entrepreneurial mindset towards building a strategic set of partners 
• Must be able to travel up to 35% of the time