North America Channel Sales Lead (Location Flexible)
Role Description
As a Channel Sales Lead, you will manage a team of Channel Sales Managers who support our breadth motions, including the recruitment, onboarding, enablement, and management of resellers and distributors to accelerate Dropbox Business and HelloSign adoption across small-to-medium sized business customers, while retaining and expanding the existing base of customers through our ecosystem of partners. We are seeking a seasoned channel professional with partner or vendor experience, leadership acumen, and strategic thinking. Dropbox is rapidly growing its partner community and channel footprint, so a successful candidate will have experience delivering scaled success through leadership competencies in a fast-paced environment, including executive alignment at external partners, cross-functional leadership within Dropbox, and career development and mentorship with internal resources.
Responsibilities
- You will be responsible for the management and oversight of our breadth motions, including the resources who support our distributors and resellers, with delivery of a specific and defined revenue quota
- Own the planning, strategy, and execution excellence of our breadth motions, with thoughtful acceleration of Dropbox and HelloSign into the market
- Identify key external leadership personnel to build lasting relationships and gain credibility within partner organizations to help them realize the full potential of our solutions
- Be a subject matter expert on all things channel, including partner types, go-to-market planning, enablement, campaigns, differentiation, and partner practice building, to bring the best Dropbox experience from partners to their customers
- Deliver on cross-functional leadership alignment with marketing, outbound sales, operations, and other key functional areas of the channel business
- Make every potential Dropbox customer happy with every interaction, being an ambassador for Dropbox and our unique culture at every opportunity
- Develop a thorough understanding of Dropbox products and roadmap
Requirements
- Proven experience in channel partnerships (SaaS background required)
- Deep understanding of the Collaboration and Workplace Transformation market, as well as the competitive offerings
- Strong leadership acumen and ability to excel managing a team
- Strong communication, analytical, critical thinking, and problem solving skills
- Self starter, phenomenal leader, teammate, and team player
- Fearless attitude to try new processes and iterate to scale a global sales engine
- Strong propensity to take initiative; thrive on change and ambiguity
- SaaS Sales or Channel Reseller or Distributor experience
- Must have a proven track record in developing businesses and leading change with 3rd party organizations and building comprehensive GTM sales plans