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.

Responsibilities

• 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

Requirements

• 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)