The Manager of Distribution Business Development will support the full life-cycle of business relationships, including strategy development, prospecting, deal modeling, negotiation, execution, and ongoing partner management. In addition, they are accountable for both driving high-impact, well-conceived initiatives, as well as their 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 maximizing strategic 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
Help prepare for, and participate in executive-level meetings with key partners
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, understanding 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 and interpersonal 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 (technical major ex. EE, CS and/or MBA a plus)

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Candidate Location Eligibility:

Atlanta, GA

Austin, TX

Boston, MA

Charlotte, NC

Chicago, IL

Colorado, CO

Dallas-Fort Worth, TX

Des Moines, IA

Detroit, MI

Indianapolis, IN

Kansas City, MO

Las Vegas, NV

Los Angeles, CA

Madison, WI

Miami, FL

Milwaukee, WI

Minneapolis–Saint Paul, MN

Nashville, TN

Philadelphia, PA

Phoenix – Mesa – Scottsdale, AZ

Pittsburgh, PA

Portland, OR

Raleigh-Durham, NC

Salt Lake City, UT

Tampa Bay, FL

Washington DC

Amado Hidalgo

Scale Global Solutions

VIRTUAL FIRST

The workplace of the future

As the makers of software that helps people work from anywhere, it’s only fitting that Dropbox attributes virtual collaboration as key to its thriving business. Its products are defined by bringing people together to work and share content across time zones, keeping everyone in the loop with real-time updates about the latest projects or changes. “Virtual First is one of the key reasons I love working here,” Amado Hidalgo, who works in global solutions enablement, said. “We may not realize it sometimes, but we’re leading the revolution of the way people work.”

I talk to friends and customers at other companies about how they do things, and we’re light years ahead!

Lauren Korth

Sourcing Manager

FREEDOM AND FLEXIBILITY

Focusing on work that matters

Dropbox has embraced the brave new world of distributed work — and it’s anything but scary. The team is thriving under its Virtual First model, maintaining its tight-knit culture while empowering people to work wherever they’re most effective. “Point-blank, Virtual First allows me to have flexibility in creating my own schedule — something I’ve never had the luxury of doing in the past,” Sourcing Manager Lauren Korth said. “The entire company is mindful when booking meetings, encourages working asynchronously when needed and is respectful of everyone’s personal time.”

As a mother of two, I am able to prioritize the small moments with my children that I would not have the opportunity to do if I were working in an office.

Sudipti Garvey

Product Designer

ASYNC BY DEFAULT

A more enlightened way of working

Remote work may have started as a necessity, but Virtual First is now an indispensable tool for Sudipti Garvey. “Virtual First means having the best mental health I’ve ever had,” the Seattle-based product designer said, highlighting one of the many significant benefits of Dropbox’s shift to a digital workplace. “The time I spend at work is much more productive since I don’t have any distractions and can control my time a lot more. I feel much healthier and happier, and I have a lot more time to live life outside of work.

The happier you are in your day-to-day life, the better you’re able to show up for work in the same way.

What are Dropbox Perks + Benefits

Dropbox Benefits Overview

We’re proud to offer benefits that help all Dropboxers take care of their holistic selves, so they can keep flowing at work.

Culture

Volunteer in local community

Partners with Nonprofits

Friends outside of work

Eat lunch together

Intracompany committees

Open door policy

Team owned deliverables

Team based strategic planning

Group brainstorming sessions

Pair programming

Open office floor plan

Diversity

Documented equal pay policy

Dedicated Diversity/Inclusion Staff

Unconscious bias training

Diversity manifesto

Diversity Employee Resource Groups

Hiring Practices that Promote Diversity

Health Insurance & Wellness Benefits

Flexible Spending Account (FSA)

Disability Insurance

Dental Benefits

Vision Benefits

Health Insurance Benefits

Life Insurance

Wellness Programs

Team workouts

Mental Health Benefits

Retirement & Stock Options Benefits

401(K)

401(K) Matching

Company Equity

Performance Bonus

Match charitable contributions

Child Care & Parental Leave Benefits

Child Care Benefits

Generous Parental Leave

Flexible Work Schedule

Remote Work Program

Family Medical Leave

Adoption Assistance

Restricted work hours

Return-to-work program post parental leave

Vacation & Time Off Benefits

Unlimited Vacation Policy

Generous PTO

In addition to our Unlimited Vacation Policy, Dropbox also has one companywide PTO day a month

Paid Volunteer Time

Sabbatical

At Dropbox, this is called 'Recharge'

Paid Holidays

Perks & Discounts

Beer on Tap

Casual Dress

Company Outings

Stocked Kitchen

Some Meals Provided

Happy Hours

Recreational Clubs

Relocation Assistance

Fitness Subsidies

Home Office Stipend for Remote Employees

Professional Development Benefits

Job Training & Conferences

Tuition Reimbursement

Diversity Program

Lunch and learns

Cross functional training encouraged

Promote from within

Mentorship program

Continuing Education stipend

Time allotted for learning

Online course subscriptions available

Customized development tracks

Additional Perks + Benefits

We began a new 'Perks Allowance' in 2021 when we went Virtual First. Dropboxers are provided a generous individual allowance to spend on what perks really matter to them while at home- whether that's wellness, caregiver support, productivity, ergonomics, learning, food services, afterschool programs for kids, or something else! Read more here: https://bit.ly/3uM0gG3

View full list of perks + benefits

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