Senior Business Development Manager, Strategic Alliances
Role Description
The Dropbox Distribution Business Development team focuses on executing high-impact, revenue-driving partnerships with OEMs, Telcos, Fintech, SaaS, and Platform companies. We partner with companies that offer synergistic solutions to consumers and SMBs at a global scale. To accomplish our goals, the team collaborates heavily across internal functions such as engineering, product, design, legal, sales, and finance to execute on our partnership vision.
As the Sr. Business Development Manager, Strategic Alliances, you will support the full life-cycle of business relationships, including strategy development, prospecting, deal modeling, negotiation, execution, and ongoing partner management. In addition, you are accountable for both driving high-impact, well-conceived initiatives, as well as the ultimate financial performance, ensuring sustainable value for Dropbox and our partners over the long term.
Responsibilities
- Manage existing PC OEM/HW partnerships
- Identify new high-impact, revenue-driving initiatives with existing PC OEM and HW partners
- Participate in formulating and implementing innovative deal terms that acquire, engage, and monetize customers at scale, while reinforcing Dropbox’s position as a market leader
- Propose partner product integrations within workflows to improve product utility, and effectively engage users with the Dropbox value proposition
- Participate in building business models that test and validate partner scenarios based on existing data sets and educated assumptions
- Assist in contract negotiations with partners by finding creative solutions to complex problems while maximizingstrategic and revenue benefits
- Actively manage acquisition/conversion funnels using data analytics to identify issues, run experiments, and optimize financial returns throughout the partner life-cycle
- Mange relationships with partners through regular communications and effective, well-organized business reviews
- Organize and run executive-level meetings with key partners, including preparation of crisp executive briefs and hosting internal preparation meetings
- Work effectively internally across product, engineering, finance, legal, marketing, and other key stakeholders to build support for projects, while balancing internal dependencies and securing resources necessary for execution
Requirements
- 5+ years of experience in business development/partner management/product management driving user and revenue growth via partnerships (ideally experienced with cloud services or SaaS and distribution partnerships)
- Highly analytical with the ability to consume, process and transform large data sets into actionable insights
- Experience working with financial models, comfortable with spreadsheets, and a good understanding of the various inputs that influence ROI and incorporating those insights into deal planning and management
- Familiarity with standard deal structures and ability to review and analyze contracts
- Exceptional presentation, written communication, and interpersonal skills with the ability to distill complex issues into structured frameworks and succinct written and presented plans.
- Strong organizational, time management, and prioritization skills with great attention to detail; flexibility to accommodate global partners in different time zones
- Ability to thrive in a fast-paced environment, comfort with ambiguity, and excellent interpersonal skills with an entrepreneurial spirit and sense of humor
- Undergraduate degree (technical major ex. EE, CS and/or MBA). The ideal candidate has 3-5 years of experience at a top management consultancy firm.