Remote - US; Remote - Canada; Remote - Ireland

Director, Channel Center of Excellence

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 700 million registered users across more than 180 countries, our mission is to design a more enlightened way of working. From our headquarters in San Francisco to eight dedicated Studios and a worldwide team of employees who choose where they work best, our Virtual First approach is leading the way into the future of work.

Team Description

Our Business Strategy & Operations team sets and drives key business initiatives across the company. We complement and support product, engineering, sales, and marketing teams across three critical areas: corporate and business unit strategy, business planning and sales operations, and business systems and tools development.

Role Description

We’re looking for an enthusiastic leader to join us with the experience necessary to own, develop and manage the people and resources aligned to the Dropbox Channel Center of Excellence.
Aligning to our Commercial Strategy & Operations (CSO) organization and partnering with our Global Sales and Channel Leadership Teams, this role will be responsible for establishing, leading, and growing a team of dedicated Channel programs,project, and process professionals delivering value in support of scaled profitable growth through our Channel Route-to-Market.
The Channel Center of Excellence Director will partner with Dropbox’s seasoned commercial leaders to fuel the Channel Partner Go-to-Market (GTM) by scoping, designing & implementing Channel partner programs that support commercial owners in region to drive generation of net new license revenue, customer retention, renewal and expansion. This role will have management responsibility for a small central, geographically distributed team, but will be required to work across the wider Global Commercial Organization and cross-functionally across Dropbox to bring together all of the required teams, resources, people, and systems to deliver an integrated, automated, and programatic channel partner business for Dropbox.
The Channel Partner Eco-System is a critical element of the Dropbox GTM and will underpin the evolution of those markets where we believe a direct to customer engagement methodology is either inefficient or lacking reach and critical value add in incremental services and practices. Additionally in order to ensure that we are providing our customers with the best possible service and allowing them to purchase in the way that best suits their needs, we depend on an effective Partner Eco-System in Outbound led markets where co-selling represents the preferred customer engagement model.
With over 15,000 Partners signed up to the Dropbox Partner Network this role will be expected to build upon the foundations that are already in place and help to continue to develop and optimize an attractive Program that will bring together Dropbox solutions in a manner that motivates our Partners and provides them with the tools, knowledge, and expertise to excite their customers.
If you have a can-do, collaborative style, with an understanding of how to analyze, design, and execute business aligned, purpose-built, practical and scalable programs in a dynamic startup like environment, you will excel in this role. We are rapidly building, changing, and growing our channel business and are looking for a leader with commercial experience who loves to build for scale with a strong desire to learn from seasoned sales and marketing leaders as you help us grow!


  • You will be responsible for building the necessary foundations and infrastructure to support and grow the Dropbox channel partner business, including researching and defining the business requirements for the systematic infrastructure platforms and processes to support the channel route to market in partnership with Channel Ops & Systems
  • Working with the wider commercial leadership team you will design, implement, monitor and fine-tune the channel programs, and define requirements for systems and tools to accelerate Dropbox & Partner revenue growth and marketshare across all global regions
  • You will build, implement, and continuously improve the processes to support each of the regions in executing new partnerships and delivering results with existing industry-leading MSPs, Resellers, Distributors, Independent Software Vendors, and Solution Providers
  • Define and deliver a roadmap to bring industry leading recruitment, onboarding, enablement and incentive programs that excite our global Partner network and monitor results and feedback for continuous improvement
  • Build mechanisms to transform feedback from Partners and Sales into tangible content, including playbooks and guides that will support and improve the partner experience with Dropbox
  • You will work closely with the Enablement teams to translate and transpose all relevant internal assets and delivery approaches to support our channel partners through the Channel Partner Program
  • You will manage a small number of global, strategic partner relationships that are beyond the scope of regional teams
  • Play a significant role in partner qualitative/quantitative research and advisory councils events; ensure that partner feedback is strategically incorporated into future enhancements of the Dropbox Partner Program
  • Define mechanisms and metrics to report on the overall Global health of the channel business and program / process opportunities, supporting commercial / quota owners with ad hoc performance improvement inquires as needed


  • 10+ years of proven program and portfolio leadership within commercial functions
  • Firsthand experience with SaaS and/ or hybrid Channel Sales models
  • Management experience; with leadership, mentoring, coaching, and staff development skills 
  • Skilled at using facts and data to drive decision making as well as organization and prioritization
  • Experience prioritizing, aligning, and driving both incremental and transformational change 
  • You are ambitious and creative, with the capability to translate commercial strategy and leadership requirements into balanced and resourced programs with defined milestones
  • Significant experience with operational planning and strategic roadmap execution
  • Expertise in contracting, negotiating, and change management
  • Passionate about Dropbox, and the role of Channel partnerships in realizing Dropbox's vision
  • Excellent communication skills: written, verbal, and visual for both internal and external stakeholders

Total Rewards

For candidates hired in Colorado, the expected salary/On-Target Earnings (OTE) range for the role is $163,200 - $192,000 - $220,800
This salary/OTE range represents the low, middle, and high end of the salary or OTE (Sales roles) range for this position, and is subject to change. To determine a Dropboxer’s starting pay we carefully consider a variety of factors, including primary work location and an evaluation of a candidate’s skills, experience, market demands, and internal parity. This position may be considered a promotional opportunity. 
Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families.  Our benefits and perks programs include, but are not limited to: 
  • Competitive medical, dental and vision coverage
  • (US Only) Competitive 401(k) Plan with a generous company match and immediate vesting
  • Flexible Time Off/Paid Time Off, paid holidays, 11 Company-wide PTO days, Volunteer time off and more
  • Protection Plans including; Life Insurance, Disability Insurance and Travel benefit plans
  • Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
  • Parental benefits including; Parental Leave, Child and Adult Care, Day Care FSA (US Only), Fertility Benefits (US Only), Adoption and Surrogacy support and Lactation Support  
  • Mental Health and Wellness benefits 
  • Free Dropbox space for your friends and family
Additional benefits details are available upon request.
Dropbox is in the process of updating our technology to provide pay ranges in New York City based on the recent amendments to the New York City Human Rights Law (NYCHRL). If you are based in NYC and have any questions about the pay range for this role, please contact paytransparency@ and provide your name and the job title to which you are interested in applying.
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).

Other open positions

Our Business Strategy & Operations team sets and drives key business initiatives across the company. We complement and support product, engineering, sales, and marketing teams across three critical areas: corporate and business unit strategy, business planning and sales operations, and business systems and tools development.