Role Description

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)