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Senior Director, Business Development
DropBox
San Francisco, CA, United States
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Company Description
Dropbox is a leading global collaboration platform that's transforming the way people work together, from the smallest business to the largest enterprise. With more than 500 million registered users across more than 180 countries, our mission is to unleash the world’s creative energy by designing a more enlightened way of working. Headquartered in San Francisco, CA, Dropbox has more than 12 offices around the world.
Team Description
Our Business Development team builds and manages a global partner ecosystem including device manufacturers, network providers, developers, and retailers. With a passion for action-oriented analytics, we work together to establish product, commercial, and strategic partnerships that help Dropbox and its partners grow.
Role Description
We are heavily investing in our ecosystem strategy across the company at this time. The Senior Director of Business Development is a senior member of the team, with a significant influence in setting the overall business development strategy for the company. The role will widen our Partner Ecosystem around Dropbox Business with emphasis across product integration, co-marketing, and co-selling with other leading B2B software companies. This role runs the Dropbox Partner Program, and builds significant GTM relationships with our top Partners. The team will work closely with Sales, Marketing, Product, Customer Success, Legal, and Finance.
Responsibilities
• You will lead a global team focused on recruiting, on-boarding, and managing Technology Partners.
• You will drive the GTM activities with our current partners, and help advance our Partner Program globally.
• You will manage the relationship with our largest, most strategic partners, like Microsoft, Google, Apple, Salesforce and Adobe.
• You will partner across Product, Marketing, and Sales to deliver comprehensive GTM plans with our Premier Technology Partners.
• You will be responsible for the Dropbox Partner Program, to set direction, and build to scale. Ensure that partners are getting the highest possible value from the Partner Program.
• You will target new partnership opportunities with the top brands in the world with a focus on key Enterprise use cases and global scale.
• You will work on the joint pipeline and field activities for Premier Partners. Build KPIs and success metrics for Premier Partners, and for the Partner Program as a whole.
• You will link business development and partner strategy to achieve specific near term operational results, always with an eye to operational scalability and long term impact of initiatives.
Requirements
• You have 15+ years of Sales or Business Development experience with a B2B software / SaaS company. Knowledge of Security is a big plus.
• You have experience managing strategic relationships in a partner-centric technology company combined with strong business sense and acumen in developing and working with partners.
• You bring experience working cross-functionally with Sales, Product, Marketing, Comms, and Legal.
• You have track record of hitting bold revenue targets. You take ownership and accountability for delivering on goals.
• You have led a team or function and are collaborative by nature. Must work openly and closely with a global team and across all functional areas in the company.
• You have strong presentation and communication skills and ability to distill complex issues into structured frameworks and concrete plans.
• You have a strong executive presence, and ability to work with the C-suite across all of our partners.
• You are comfortable with product and technical discussions around productivity, security, and compliance solutions.
• You are creative and always looking for new ways to solve complex issues.
• You have worked in a fast-paced, quickly evolving, and sometimes ambiguous environment with multiple partners.
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 all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).