Emerging Partner Sales Manager

Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of more than 2,000 bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the flexibility of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We develop relationships that transform how companies collaborate and stories that shape how they see Dropbox. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with senior leaders to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team. Areas of work include Sales Enablement, Sales Analytics, Customer Success, Account Management, Business Development, Channel Partnerships, Enterprise Sales, and Sales Operations.

Role Description

We are seeking a strategic and results-driven Partner Sales Manager to identify, recruit, and nurture high-value partnerships that drive business growth. This role involves evaluating potential partners based on market fit and growth potential, executing engagement tactics, and managing the full partner lifecycle from recruitment to activation. The ideal candidate will assess partners' willingness and ability to drive new business, facilitate joint go-to-market (GTM) planning, and negotiate partnership agreements that align with company objectives. Additionally, they will oversee onboarding, enablement, and ongoing relationship management to ensure active participation in co-development initiatives and revenue-generating activities.

Responsibilities

• Identify and evaluate potential partners based on strategic fit, market presence, and growth potential
• Build and execute engagement tactics to recruit ideal partners alongside Partner program Enablement & Marketing
• Assess partners willingness and ability to drive new growth 
• Manage partner progression through recruitment, onboarding, and activation 
• Build and nurture relationships with partners and SIs, understanding their business needs and aligning them with the company's offerings; ensuring active participation in program and solution co-development
• Drive joint GTM planning working sessions and deliverables alongside partner
• Negotiate partnership agreements, ensuring alignment of goals, responsibilities, and terms
• Perform onboarding activities; enable and activate partners to the point of regularly occurring transactions

Requirements

• 5+ years of Channel Sales experience in a closing role
• Strong track record of meeting sales objectives such as quotas, KPI/OKR’s and other productivity metrics
• Strong SaaS, Technical and Commercial acumen
• Prior IT Selling experience
• Strong negotiation and prospecting skills
• Bachelor's Degree or equivalent required
• Capability to work in a Virtual First environment 
• Ability to synthesize information and proactively build a plan of attack
• Strong cross-functional collaborator who works well in a team setting

Preferred Qualifications

• Experience scaling new partnerships from start to consistent revenue production
• Experience selling AI focused solutions via the Channel
• Executive Presence - ability to align with senior/executive level leadership and create and operate with equal business stature

Compensation

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work.