North American Head of Channel Sales

Team Description

The North America Head of Channel Partnerships manages the team responsible for all business aspects of the North America Dropbox for Business channel partner program, with a primary focus on generating net new license revenue and improving per-partner productivity through partner sales training, partner management, and incentive program implementation.


Role Description

The North America Head of Channel Partnerships manages the team responsible for all business aspects of the North America Dropbox for Business channel partner program, with a primary focus on generating net new license revenue and improving per-partner productivity through partner sales training, partner management, and incentive program implementation.


Responsibilities



  • Build, manage and grow a channel-based partnership team (e.g., Partner Account Managers) to complement the Dropbox direct sales teams

  • Design, implement and fine-tune North America channel strategy which will help accelerate Dropbox for Business revenue growth

  • Own North America revenue responsibility for indirect sales

  • Execute new partnerships with industry-leading Resellers and Solution Providers

  • Work with marketing to drive programs and events through the channel

  • Attend and participate in sales meetings, product seminars and trade shows

  • Collaborate with Sales Leads, Marketing teams and Country Managers across the region to grow the North America channel partner ecosystem

  • Work towards attaining licenses goals and demonstrate sustained, scalable growth quarter over quarter


 


Requirements






  • 7+ years experience building successful Channel partnerships in a reputable software company; track record of exceeding ambitious revenue goals/quotas in previous positions

  • 2+ years of management experience; proven leadership, mentoring, coaching and staff development skills

  • First-hand experience with SaaS indirect sales models

  • Self-motivated and innovative, with the ability to lead both directly and by influence

  • Strong ability to build partner relationships at both executive and operational levels

  • Ability to effectively and consistently engage cross functional teams

  • Ability to organize and prioritize

  • Data-driven decision-maker; well-developed business and financial management skills

  • Experience with strategic planning and strategy execution

  • Experience with contracting, negotiating, and change management

  • Experience with structuring sales quota goals and revenue expectations

  • Superior interpersonal, organizational, and verbal and written communication and presentation skills

  • Passionate about Dropbox, and the role of Channel partnerships in realizing Dropbox's vision

  • Travel approximately 25% of time

  • Bachelor's degree




 



 

 


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