Austin, TX; Remote - US

Business Development Manager, Ecosystem Partnerships - Location Flexible

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.

Job Description

The Ecosystem Partnerships team in Business Development is responsible for collaborating with our product and customers organizations to identify and drive revenue and growth initiatives through and with partners. This individual will play a crucial role in the success of our product strategy and revenue targets by 1) Growing Dropbox’s core business by securing enhanced user value and new revenue streams and 2) Identifying ways to find product market fit and increase reach for new Dropbox products. 
 
Dropbox is seeking an ambitious Business Development Manager who is passionate about technology and business strategy to lead platform initiatives and establish and manage partnerships with best-in-class technology companies. In addition to relationship management and negotiation experience, this position requires critical thinking, creativity, project management, and execution skills as you'll be called upon to identify and drive ecosystem initiatives while working cross-functionally with our Product, Engineering, Design, Marketing, Finance, and Legal teams.

Responsibilities

  • Play an integral role in driving the ecosystem strategy by identifying new opportunities for partnerships across Dropbox, HelloSign, and future product lines with a focus on key B2B use cases and global scale. 
  • Work cross-functionally with Product teams to define priorities, develop strategies, and secure partnerships to support those initiatives.
  • Independently develop and manage new partnerships, including research, exploration, engagement, term sheet, contract, integration, launch, and account management.
  • Develop and manage new partnerships, including sourcing, product alignment, business case, negotiations, integration development, GTM plans, and partner management.
  • Manage technical and business negotiations, and partner with our legal team to develop and negotiate custom partnership agreements and repeatable templates to scale to future partnerships.
  • Work cross-functionally and collaborate with all levels of management internally and externally to build and maintain mutually beneficial partnerships.
  • Manage executive-level contacts with key partners, including QBRs and CEO/COO level meetings.

Requirements

  • 4+ years of experience in partner management or business development. Experience with cloud services or SaaS a plus.
  • Exceptional presentation, communication, and interpersonal skills.
  • Adept at understanding and contributing to conversations with colleagues in technical functions around product specifications.
  • Motivated, self-directed, and confident individual contributor who can thrive in a dynamic environment. You maintain composure in high pressure and ambiguous situations.
  • Ability to develop, review and negotiate complex contracts and familiarity with standard deal structures.
  • Strong organization, prioritization, and project management skills.
  • Structured and analytical thinker with the ability to distill complex issues into structured frameworks and concrete plans.
  • Undergraduate degree
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).

Benefits and Perks

  • Generous 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
  • 11 company paid holidays
  • Volunteer time off
  • Company sponsored tech talks (technology and other relevant professional topics)

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