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Director, Business Development
DropBox
San Francisco, CA, United States
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Dropbox supports hundreds of millions of creators and innovators around the world. Our mission is to simplify the way people work together. In the workplace, Dropbox Business is trusted by over 200,000 companies to safeguard their most important information. As we continue to build the best place to create, share, and work with others, there’s a perfect spot for you to grow with us.
Team Description
The Business Development team is responsible for growing our Partner Ecosystem, running the Dropbox Partner Program, and building meaningful GTM relationships with our Premier Partners. The team will recruit, onboard, and manage Technology partners, and drive our strategy in the marketplace. The Dropbox Partner ecosystem team is rapidly growing the partner ecosystem around Dropbox for Business, with a focus across product integration, co-marketing, and co-selling with other leading B2B software companies. We are investing in our ecosystem strategy across the company and need a Business Development Lead that can recruit new partners, drive GTM activities with our current partners, and help grow our Partner Program globally.
Role Description
The Director of Business development will be a senior member of the business development team and will have a significant influence in setting the overall company business development strategy, and will work closely with marketing, engineering/product development, client success, and finance.
Responsibilities
• Manage a global team focused on recruiting, onboarding, and managing new Technology partners
• Work across Product, Marketing, and Sales to deliver comprehensive GTM plans with our Premier Technology Partners.
• Own the Dropbox Partner Program, set direction and continue to build to scale
• Target new partnership opportunities with the top brands in the world; with a focus on key Enterprise use cases.
• Drive joint pipeline and field activities for Premier Partners
• Be an evangelist for the partner program and present at 3rd-party events
• Build KPIs and success metrics for Premier Partners, and for the Partner Program as a whole
• Ensure that partners are getting the highest possible value from the Partner Program
• Build trusting relationships with executives within our Partner Ecosystem
Requirements
• BA / BS from top tier university
• 12+ years of Sales or Business Development experience with a B2B software / SaaS company
• Experience managing strategic partnerships for a technology company
• Have track record of hitting aggressive revenue targets
• Have managed a global team or function
• Excellent presentation and communication skills
• Strong executive presence and track record of building executive relationships
• Comfort & familiarity with product and technical discussions around productivity, security, and compliance solutions
• Ability to work cross-functionally with Sales, Product, Marketing, and Legal
• Creative and always looking for new ways to solve complex issues
• Ability to work in a fast paced environment
Other additional experiences and personal characteristics:
• Leadership, energy, presence, passion, discipline and complete accountability.
• Partner centric company background and disposition combined with strong business sense and acumen in developing and working with partners.
• Links business development and partner strategy to achieving specific near term operational results, always with an eye to operational scalability and long term impact of initiatives
• Tenacity and creativity: the ability to generate a thesis, stick with it and reset based on subsequent information. The path forward will not always be obvious, but this leader will be both flexible and forceful in driving initiatives forward.
• Comfortable working in a fast-paced, quickly evolving, and sometimes ambiguous environment with multiple stakeholders.
• Process Methodology: Drives a consistent process and vocabulary that is deeply ingrained and institutionalized across the entire business development organization on a global basis.
• Focuses on the success of their team and the company vs. themselves. Is coachable and willing to adapt based on changing market dynamics or competitive threats. Willing to mentor other members of the team regardless of reporting relationship.
• Collaborative by nature. Must work openly and closely with a global team and across all functional areas in the company.
• Business Intelligence & Awareness: Understands how best to position the company to gain competitive advantage and win.
• Results oriented; Takes ownership and accountability for delivering on commitments and goals.
• Exceptional presentation and communication skills and ability to distill complex issues into structured frameworks and concrete plans.
• Knowledge of Security
Benefits and Perks
• 100% company paid individual medical, dental, & vision insurance coverage
• 401k + company match
• Market competitive total compensation package
• Free Dropbox space for your friends and family
• Wellness Reimbursement
• Generous vacation policy
• 10 company paid holidays
• Volunteer time off
• Company sponsored tech talks (technology and other relevant professional topics)
Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure people feel supported and connected at work. Groups like Women at Dropbox, Latin@s, Black Dropboxers, and Pridebox (for LGBTQ employees and allies) are a big part of that effort.