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
US Zone 1
This role is not available in Zone 1
US Zone 2
$218,800—$296,000 USD
US Zone 3
$194,500—$263,100 USD
Top Skills
What the Team is Saying
What We Do
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.
Why Work With Us
Our remote work model is a deliberate shift to provide greater flexibility, create a level-playing field, and evolve our culture to focus on people over places. Being a Virtual First company has allowed us to focus on our impact and effectiveness, by making investments in our employees according to what they need to do their best work.
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Dropbox Offices
Remote Workspace
Employees work remotely.
While remote work is the primary experience for our employees, we also prioritize opportunities for quarterly in-person collaboration knowing that connection is vital to a thriving workforce. We focus on how we work, not where we work.
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