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Senior Partner Manager, Distribution Partnerships

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Role Description

The Dropbox Business Development team develops partnerships that generate material revenue and/or enable our company strategy. We work with a variety of partners, including strategic partners, hardware and software providers, and distribution partners.

Reporting to the Director of Distribution Business Development, as a Sr. Partner Manager on the Distribution Business Development team, you will play a critical role in unlocking the potential and enabling the success of our existing Go-to-Market partners to drive revenue growth for Dropbox. Core areas of impact include partner portfolio ownership, optimizing ongoing operations, maximizing revenue, and executing strategic initiatives. This position requires exceptional relationship management, critical thinking, creativity, problem-solving abilities, project management expertise, and the ability to execute independently and efficiently. You will also have to work closely with a variety of cross functional partners and senior leaders, both internal and external, to execute efficiently on partner initiatives. More details are in the responsibilities section below. 

Collaboration across departments, including Product Management, Marketing, Legal, and Finance, will be vital. Your contributions will be pivotal in achieving our revenue objectives through:

  • Account management and spearheading the execution of strategic partner initiatives.
  • Maximizing Dropbox adoption and conversion by optimizing existing user journeys.
  • Ensuring smooth execution of new partner launches to minimize delays.
  • Collaborating with partners to address issues, improve processes, and explore innovative ways to enhance the partnership and drive new revenue streams.


  • Account Management - Take a leadership role in implementing partnership strategies, executing launches, managing ongoing initiatives, and resolving open issues
  • Reporting - Lead the preparation and delivery of regular partner Quarterly Business Reviews (QBRs) and Executive Business Reviews (EBRs). Maintain executive-level contacts with key partners, mapping out executive relationships. Complete and provide analysis on regular monthly and quarterly partner reports. 
  • Business Optimization - Maximize adoption of Dropbox via go to market partners, by ruthlessly examining and improving user journeys, by suggesting improvements and by recognizing and implementing new opportunities.
  • Cross-functional collaboration - Collaborate cross-functionally with Product and Engineering teams to define priorities, roadmaps, and execute strategies for go-to-market partnerships. This includes aligning products roadmaps and executing on go-to-market plans.
  • Partner relations - Foster collaboration and build strong relationships internally and externally, working with stakeholders at all levels of management to position Dropbox favorably with partners. Stay informed about partner organization changes and identify new areas of potential collaboration. 


  • Experience: 3+ years in business development or partnership management
  • Knowledge or experience with cloud services or SaaS.
  • Excels at establishing and nurturing partner relationships while maximizing performance. 
  • Strong problem solving abilities by being resourceful and proactive in addressing challenges. Approaches obstacles with a solutions-oriented mindset.
  • Adept at understanding and contributing to conversations with colleagues in technical functions around product specifications.
  • Results oriented and fully focused on achieving measurable outcomes by setting clear objectives, monitoring progress, and taking necessary actions to ensure value delivery
  • Ability to effectively align partnership initiatives with business goals and drive revenue growth
  • Exceptional presentation, written/verbal communication, and interpersonal skills. Good listener.
  • Motivated, self-directed, and confident individual contributor who can thrive in a dynamic environment. Ability to maintain composure in high pressure and ambiguous situations.
  • Strong organization, prioritization, and project management skills.
  • Structured and analytical thinker with the ability to distill complex issues into structured frameworks and concrete plans.
  • A continuous learner that stays on top of industry trends, market shifts, and emerging technologies.
  • Undergraduate degree\

Total Rewards

Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs). 

Current Salary/OTE Ranges (Subject to change):
C$168,300 - C$198,000 - C$227,700


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Candidate Location Eligibility:
Albuquerque, NM
Ann Arbor, MI
Atlanta, GA
Austin, TX
Baltimore, MD
Baton Rouge, LA
Birmingham, AL
Boise, ID
Boston, MA
Buffalo, NY
Charleston, SC
Charlotte, NC
Chicago, IL
Cincinnati, OH
Cleveland, OH
Colorado, CO
Columbus, OH
Dallas-Fort Worth, TX
Dayton, OH
Des Moines, IA
Detroit, MI
Fayetteville-Springdale-Rogers, AR
Greensboro, NC
Hampton Roads, VA
Hartford, CT
Houston, TX
Huntsville, AL
Indianapolis, IN
Jacksonville, FL
Kansas City, MO
Las Vegas, NV
Lexington, KY
Lincoln, NE
Little Rock, AR
Los Angeles, CA
Louisville, KY
Madison, WI
Memphis, TN
Miami, FL
Milwaukee, WI
Minneapolis–Saint Paul, MN
Nashville, TN
New Orleans, LA
New York City, NY
Ogden, UT
Oklahoma City, OK
Omaha, NE
Orlando, FL
Other US Location
Palm Bay-Melbourne-Titusville
Pensacola, FL
Peoria, IL
Philadelphia, PA
Phoenix – Mesa – Scottsdale, AZ
Pittsburgh, PA
Portland, ME
Portland, OR
Providence, RI
Provo, UT
Raleigh-Durham, NC
Reno, NV
Richmond, VA
Rochester, NY
Sacramento, CA
Salt Lake City, UT
San Antonio, TX
San Diego, CA
San Francisco, CA
San Luis Obispo, CA
Santa Cruz, CA
Seattle, WA
Spokane, WA
St. Louis, MO
Tallahassee, FL
Tampa Bay, FL
Tucson, AZ
Tulsa, OK
Washington DC
Wichita, KS
Wilmington, NC

What are Dropbox Perks + Benefits

Dropbox Benefits Overview

Essentials: Our essential U.S. benefits include medical, dental, and vision plans, retirement planning and 401k programs, life and disability coverage, and coaching and therapy options offered through Modern Health. Across the globe, we provide financial and wellness benefits in the context of what is relevant and beneficial locally.

Revitalizers: Press the reset button with benefits that help you unplug and restore, such as generous PTO with extended breaks to recharge and full free access to the Peloton Corporate Wellness Program.

Enlightened work: We’ve implemented a handful of policies that make your Virtual First work day work for you, including Core Collaboration Hours, business travel benefits, technology subsidies, access to On-Demand work spaces at no cost to employees, and more.

You and yours: No matter what your family structure looks like, you can support your loved ones with paid parental leave, family leave, lactation consultation options, adult and child care resources, and our global adoption/surrogacy policy.

The whole Dropboxer: Benefits to better serve yourself and your community through access to legal services, paid volunteer time off, exclusive discounts with partnered companies, military leave, and a quarterly allowance given to Dropboxers to use on what really matters to them.

Volunteer in local community
Partners with nonprofits
OKR operational model
Team based strategic planning
Pair programming
Employee resource groups
Employee-led culture committees
Quarterly engagement surveys
Employee awards
Flexible work schedule
Remote work program
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated 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 insurance
Vision insurance
Health insurance
Life insurance
Wellness programs
Team workouts
Mental health benefits
Transgender health care benefits
Abortion travel benefits
Financial & Retirement
401(K) matching
Company equity
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Adoption Assistance
Restricted work hours
Return-to-work program post parental leave
Fertility benefits
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
At Dropbox, this is called 'Recharge'
Paid holidays
Paid sick days
Flexible time off
Office Perks
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Recreational clubs
Relocation assistance
Fitness stipend
Home-office stipend for remote employees
Mother's room
Professional Development Benefits
Job training & conferences
Tuition reimbursement
Lunch and learns
Promote from within
Mentorship program
Continuing education stipend
Continuing education available during work hours
Online course subscriptions available
Customized development tracks
Personal development training
Apprenticeship programs

Additional Perks + Benefits

In order to be successful in our Virtual First environment we needed to make changes that would allow employees to have more control over both where and how they work. Therefore, we embrace “non-linear workdays” with defined core collaboration hours that overlap across time zones. Beyond that, we encourage employees to design their own schedules to balance collaboration with needs for individual focus. We’ve also moved from “all day syncs” to an “async by default” culture, reserving meetings for discussion, debate, and decision-making, and handling all other work in our deep focus hours.

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