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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Technology we use

Engineering

- GolangLanguages
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- FluxLibraries
- jQueryLibraries
- ReactLibraries
- HadoopFrameworks
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- TensorFlowFrameworks
- HBaseDatabases
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Amado Hidalgo

Scale Global Solutions

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

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

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.

How would you describe the company’s work-life balance?

In the first time in over a decade, I’ve been able to actually have work life balance and to develop healthy habits because of Virtual First. My commute time is now filled with a morning workout and the end of my day now looks like being able to cook for myself. I also was able to move closer to family, which means the world to me.

Caitlin

Diversity Program Manager

What's the biggest problem your team is solving?

In a world that’s radically shifting virtual, it’s exciting to be at a company aiming to solve a lot of the problems at the crux of the transition. I’ve been working on projects that help small businesses using Dropbox collaborate and improve their overall user experience.

Micah

Software Engineer

How does the company support your career growth?

Dropbox has provided me a great opportunity to work with some of the top talent in the industry. The amount of creativity and innovation I have been apart of has been amazing. Whether you’re an individual contributor or a VP, Dropbox provides amazing opportunity, training, and support for your career.

Latane

Head of Physical Infrastructure

What is your vision for the company?

I see the 40-hour office workweek becoming a thing of the past. Employees will escape grueling commutes and gain more control over their day. The workplace will now be wherever work happens, and the workweek will be whenever work happens best for each person. We'll grow stronger as we integrate dispersed talent with diverse perspectives.

Drew

Co-founder and CEO

How does the company support your career growth?

There’s always an opportunity to pivot and learn new skills or internally transfer to a team that’s outside your normal scope of work. The humility and empathy that Dropboxers have is unlike anywhere else I’ve worked. There’s always going to be someone on the other side willing to bring you in on a project or mentor you.