Role Description

The Dropbox Channel Sales team is responsible for building an eco-system of appropriate and relevant Cloud-ready Partners and educating them to better understand the power Dropbox has to offer customer teams at scale. The Channel team is a collaborative and empathetic Sales team, focused on understanding what Partners and end-customers need to work better together.

As a Partner Development Manager, you will recruit, enable, support and manage a book of Partners to accelerate Dropbox Business and HelloSign adoption across SMB & Mid-Market sized business customers, focusing on ISV/SI-er development to create new integrated Use Cases. 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

• Own, build, develop and manage a pipeline of mutually beneficial growth partners focused on cloud transformation and scale
• Develop target partners with whom Dropbox can drive significant business growth across segment, identify key exec-level stakeholders to build relationships and credibility within those partner organizations, and set them up to deliver the full potential of Dropbox Business across their existing and prospective customer base
• Work with regional channel leadership team to identify growth markets 
• Key functional requirements include,  GTM planning, business planning, and training of sales and technical teams to bring the best Dropbox experience to their customers and effectively to market
• Develop messaging and value propositions that highlight partnership benefits and value to end customers, along with repeatable sales enablement programs
• 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 

Requirements

• Proven experience in SaaS channel partnerships
• Proven experience working cross-functionally
• Deep understanding of the Dropbox solution from a sales and technical perspective, as well as competitive offerings
• Strong analytical, critical thinking and problem solving skills
• Self-starter 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
• High levels of creativity and strategic thinking to weave together integrated and high value solutions
• Must have an entrepreneurial mindset towards building a strategic set of partners 
• Trained in industry standard sales methodology, such as Meddic / Sandler / Force Management / Challenger