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Dropbox // cloud storage
Sales, Full Time    San Francisco, CA; Remote - US    Posted: Saturday, November 21, 2020
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Role Description

The Senior Manager of Distribution Business Development will be responsible for the full life-cycle of business relationships, including strategy development, prospecting, deal modeling, negotiation, execution, & ongoing partner management. In addition, they are accountable for both closing high-impact, well-conceived partnerships, as well as their ultimate financial performance, ensuring sustainable value for Dropbox & our partners over the long term.


  • Identify high-impact, seven-figure+ revenue-driving partnerships with companies whose customer base includes large numbers of qualified end-users 
  • Formulate innovative deal terms that acquire, engage, & monetize customers at scale, while reinforcing Dropboxs position as a market leader
  • Propose partner product integrations within workflows to improve product utility, & effectively engage users with the Dropbox value proposition
  • Collaborate with Finance to Build business models that test & validate partner scenarios based on existing data sets & educated assumptions
  • Lead contract negotiations with partners, finding creative solutions to complex problems while maximizing strategic & revenue benefits
  • Actively manage acquisition/conversion funnels using data analytics to identify issues, run experiments, & optimize financial returns throughout the partner life-cycle
  • Mange relationships with partners through regular communications & effective, well-organized business reviews
  • Oversee executive-level contacts with key partners through C-level meetings
  • Work effectively internally across product, engineering, finance, legal, marketing, & other key stakeholders to build support for projects, while balancing internal dependencies & securing resources necessary for execution


  • 7+ years of experience in business development/partner management/product management driving user & revenue growth via partnerships (experience with cloud services or SaaS & distribution partnerships via OEMs/Telcos is a plus)
  • Highly analytical with the ability to consume, process & transform large data sets into actionable insights
  • Experience working with complex financial models, understanding the various inputs that influence ROI & incorporating those insights into deal planning & management
  • Familiarity with standard deal structures & ability to review & analyze complex contracts
  • Exceptional presentation & interpersonal skills & ability to distill complex issues into structured frameworks & concrete plans
  • Strong organizational, time management, & 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, & excellent interpersonal skills with an entrepreneurial spirit & sense of humor
  • Undergraduate degree (technical major ex. EE, CS and/or MBA a plus)

Benefits & Perks

  • 100% company paid individual medical, dental, & vision insurance coverage
  • 401k + company match
  • Market competitive total compensation package
  • Free Dropbox space for your friends & family
  • Wellness Reimbursement
  • Generous vacation policy
  • 10 company paid holidays
  • Volunteer time off 
  • Company sponsored tech talks (technology & other relevant professional topics)
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