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 growth while retaining and expanding the existing base of customers through our ecosystem of partners. We are seeking a seasoned channel professional with channel or distribution 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 discrete focus on growth in this route to market.
• 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 (understanding of Distribution sales 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