Role Description
The Dropbox Strategic Alliances team develops and manages 3rd-party relationships on behalf of the company to deliver high-impact partnerships that generate material revenue and enable our product strategy. We work with a variety of partners, including hardware and software providers, strategic partners, and distribution partners.
Dropbox is seeking an ambitious Senior Strategic Alliance Manager who is passionate about technology and business strategy to own and lead a portfolio of our most strategic partnerships. 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 conceive and drive major partner initiatives while working cross-functionally with our Product, Sales, Marketing, Legal, and Finance teams. 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 with our most strategic technology partners
2) Identifying ways to find product market fit and increase reach for new Dropbox products.
3) Working closely with our product team to define the future of Dropbox via AI/ML partnerships
Responsibilities
- Play an integral role in driving the strategic partnerships strategy by identifying new opportunities for partnerships across Dropbox’s current and future product lines.
- Focus on AI/ML partnerships, both inbound (bolstering Dropbox’s products with AI) and outbound (integrating Dropbox in to other AI driven platforms)
- Work cross-functionally with Product and Engineering leaders to define priorities and roadmaps and execute on the strategy for initiatives with strategic partners. Work will include product alignment, business case, negotiations, integration development, GTM plans, and account management.
- Build joint business plans with our partners for initiatives, including end-to-end GTM plans as well as a robust set of KPIs, success metrics, joint accountability and governance.
- Manage technical and business negotiations, and partner with our legal team to develop and negotiate custom partnership agreements and repeatable templates to scale to broader ecosystem 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 executive relationship mapping, QBRs, and C-level stakeholder management.
Requirements
- 8+ years of experience in business development or partnership management.
- 5+ years working at or with a big tech strategic partner
- Experience with AI/ML partnerships
- Experience with SaaS.
- A hardworking “0 to 1 deal-maker” who has brought a number of impactful strategic deals to life from conception to execution.
- 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
Preferred Qualifications
- MBA and/or management consulting background
