Job Description

Company Description

Dropbox is a leading global collaboration platform that\'s transforming the way people work together, from the smallest business to the largest enterprise. With more than 700 million registered users across more than 180 countries, our mission is to design a more enlightened way of working. From our headquarters in San Francisco to eight dedicated Studios and a worldwide team of employees who choose where they work best, our Virtual First approach is leading the way into the future of work.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.

Role Description

As a Partner Sales Manager, you will enable, support and manage a book of Partners to accelerate Dropbox Business and HelloSign adoption across small-to-medium sized business customers, while retaining and expanding the existing customers within your partner book. We are seeking a seasoned channel professional with partner experience and execution excellence. Dropbox is rapidly growing its partner community so a successful candidate will have experience working with partners one-to-one and in scaled capacity to further accelerate growth.

Responsibilities

You will be responsible for the delivery of a specific and defined revenue quota
Own, build, develop and manage the Partner plan for managed book of partners
Identify key stakeholders to build relationships and credibility within those partner organisations, and help them realise the full potential of Dropbox Business
Facilitate one-to-one and scaled Partner engagement to train and enable sales teams to bring the best Dropbox experience to their customers
Lead Partner marketing campaigns in collaboration with partner marketing and other internal stakeholders
Establish relationships with the key Distributor/Reseller personnel to ensure that we build a seamless and effective sales process
Work with relevant AR\xe2\x80\x99s and AM\'s on account mapping and opportunity management where applicable
Own and drive a structured renewal process for existing customer teams
Lead the engagement between the wider Dropbox teams with the named partners
Maintain and execute relationships at all levels of the company and lead the rhythm of the business
Make every potential Dropbox customer happy with every interaction, being an ambassador for Dropbox and our unique culture at every opportunity
Develop a thorough understanding of Dropbox products and roadmap
Assist partners with discovery, product positioning, demonstrations, sales strategy, and closing deals when required
Develops and maintains sales forecast accuracy through account Research and regular opportunities assessment with the partners

Requirements

3 years+ proven experience in channel partnerships (SaaS background preferred)
Deep understanding of the Collaboration and Work Place 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 an entrepreneurial mindset towards building a strategic set of partners
Fluent both in English

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).