Strategic Partner Manager

Team Description 

Dropbox is the home for your most important stuff- now we're bringing it to life with a growing family of products. As we scale our global brand, there’s plenty of space for you to grow alongside us and simplify life for millions of people around the world. The Business Development  team amplifies and augments the work of our engineering and product teams by building and managing a global partner ecosystem, from device manufacturers to network providers to web and software developers to retailers and beyond. 
 
Internally, the Business Development team collaborates across functions at Dropbox engineering, product, design, legal, sales, and finance to develop and execute an actionable partnership strategy. Externally, the Business Development team identifies valuable partners, negotiates and closes impactful product, commercial and strategic business agreements, and manages and grows the resulting partnerships to drive user and revenue growth for Dropbox and its partners.
 

Role Description

Strategic Partner Managers are responsible for managing our most important relationships and ensuring their success though thoughtful product integrations that create sustainable value over the long term.

Responsibilities 

  • Enable partner success through deal support, cross-functional planning, relationship management, and analytical insights to optimize the value of Dropbox product and distribution partnerships. 
  • Represent partners internally and Dropbox externally in ongoing strategic discussions with partners such as Microsoft, Dell, HP, Vodafone, and other Tier 1 technology companies. 
  • Manage executive-level contacts with key partners, including QBRs and CEO/COO level meetings.   
  • Develop business plans and growth strategies with partners and execute against metrics and milestones to drive user growth and revenue. 
  • Lead complex projects with multiple stakeholders and collaborate with all levels of management internally and externally to strengthen partnerships and maximize benefit for Dropbox and its partners. 
  • Work cross-functionally with the product and engineering teams to define product priorities and roadmap; work with the marketing team to define partner marketing initiatives. 
  • Create repeatable and scalable programs for onboarding new partners to support Dropbox’s ongoing partnership strategy.

Requirements

  • 5+ years of experience in partner management, business development, product management, or management consulting driving user and revenue growth via partnerships.  Experience with cloud services or SaaS a plus.
  • Highly analytical with the ability to consume, process and transform large amounts of information into actionable insights.  
  • Experience working with complex financial models, understanding the various inputs that influence ROI and incorporating those insights into deal planning and management. 
  • Ability to review and analyze complex contracts and familiarity with standard deal structures.  
  • Exceptional presentation and communication skills and ability to distill complex issues into structured frameworks and concrete 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 from top university with outstanding academic performance; technical major (e.g., EE, CS) a plus.

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