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Head of Channel Partnerships
Partnerships Team | San Francisco, CA
Dropbox is the home for your most important stuff—now we're bringing it to life with a growing family of products. As we scale our global brand, there’s plenty of space for you to grow alongside us and simplify life for millions of people around the world.
Our partnerships team builds and manages a global partner ecosystem, which includes device manufacturers, network providers, developers, and retailers. We collaborate across teams to develop product, commercial, and strategic partnerships that help Dropbox and its partners grow.
The Head of Channel Partnerships manages the team responsible for all business aspects of the global Dropbox for Business channel partner program, with a primary focus on generating net new license revenue and improving per-partner productivity through partner sales training, partner management, and incentive program implementation.
Responsibilities
- Manage and grow a channel-based partnership team (e.g., Partner Account Managers, Program Managers) to complement the Dropbox direct sales teams
- Design, implement and fine-tune global channel programs which will help accelerate Dropbox for Business revenue growth
- Own global revenue responsibility for indirect sales
- Execute new partnerships with industry-leading Resellers and Solution Providers
- Work with marketing to drive programs and events through the channel
- Attend and participate in sales meetings, product seminars and trade shows
- Collaborate with Sales Leads, Marketing teams and Country Managers around the world to build a global channel partner ecosystem
- Work towards attaining licenses goals and demonstrate sustained, scalable growth quarter over quarter
- Travel domestically and abroad approximately 25% of time
Requirements
- Bachelor’s degree
- 7+ years experience building successful Channel partnerships in a reputable software company; track record of exceeding ambitious revenue goals/quotas in previous positions
- 2+ years of management experience; proven leadership, mentoring, coaching and staff development skills
- First-hand experience with SaaS indirect sales models
- Self-motivated and innovative, with the ability to lead both directly and by influence
- Strong ability to build partner relationships at both executive and operational levels
- Ability to effectively and consistently engage cross functional teams
- Ability to organize and prioritize
- Data-driven decision-maker; well-developed business and financial management skills
- Experience with strategic planning and strategy execution
- Experience with contracting, negotiating, and change management
- Experience with structuring sales quota goals and revenue expectations
- Superior interpersonal, organizational, and verbal and written communication and presentation skills
- Passionate about Dropbox, and the role of Channel partnerships in realizing Dropbox's vision