Dropbox Logo

Dropbox

Partner, Channel Strategy and Programs

Job Posted 7 Days Ago Posted 7 Days Ago
Remote
Hiring Remotely in United States
119K-160K Annually
Senior level
Remote
Hiring Remotely in United States
119K-160K Annually
Senior level
The Partner Growth Specialist focuses on enhancing the profitability and effectiveness of the partner ecosystem through strategic planning, data analytics, and collaboration with stakeholders. Responsibilities include analyzing partner performance, recommending initiatives, and executing joint go-to-market strategies to drive revenue growth and ROI.
The summary above was generated by AI

Role Description

The Partner Growth Specialist bridges the gap between high-level strategy and actionable insights, ensuring that our partner ecosystem is both a growth engine and a profitable channel.

The Partner Growth Specialist plays a critical role in accelerating the success and profitability of our channel ecosystem. This individual combines strategic acumen, data-driven decision-making, and collaborative execution to unlock growth opportunities with our most important partners. By leveraging performance insights and fostering joint go-to-market initiatives, the Partner Growth Specialist ensures partners are aligned with company objectives while driving mutual revenue growth. This individual will also assess partner profitability and identify areas for improvement to maximize ROI from the channel.

Responsibilities

  • Work directly with high-potential partners and Partner/Disti Sales Managers to identify revenue and sales growth opportunities.
  • Collaborate on joint business plans and GTM program initiatives tailored to specific partner and market challenges for Top 20 Partners.
  • Analyze partner performance trends and recommend actions to maximize ROI, integrating key insights into executive QBRs and GSC Business Reviews
  • Serve as a bridge between the Partner Success Manager and Channel Reporting Lead to ensure data insights translate into actionable strategies
  • Triangulate growth and risk trends with regional sales leaders, PxMs weekly, monthly, quarterly
  • Run Partner QBRs with PSMs, DSMs on priority partners, orchestrating requirements and insights with proposed programmatic solutions​.
  • Recommend and monitor key performance indicators (KPIs) for channel activities, providing regular performance updates and insights to the executive leadership team.
  • Implement data-driven strategies to continuously improve channel effectiveness and efficiency.
  • Analyze partner sales pipelines and identify ways to accelerate deal cycles.
  • Work with internal teams (sales, marketing, and enablement) to create joint GTM campaigns, incentives, and co-marketing opportunities.
  • Collaborate with the Channel Reporting Lead to create dashboards showing partner performance trends (e.g., revenue contribution, deal velocity, customer lifetime value).
  • Use data to identify opportunities for upselling, cross-selling, or capturing new customer segments through partners.
  • Regularly evaluate partner profitability by analyzing cost-to-serve, incentives, and deal margins.
  • Collaborate with the finance and Channel Strategy and Programs team (CSP) to model ROI for partner programs, considering factors like deal size, product mix, and retention rates.
  • Provide recommendations to restructure incentive programs or terminate underperforming partnerships.

Requirements

  • Bachelor’s degree in Business, Marketing, or a related field.
  • At least 5 years of experience in channel programs, partner management, or related roles in the SaaS or technology industry.
  • Strong project management skills with the ability to work independently on complex initiatives.
  • Experience working with partner ecosystems, including resellers, distributors, and technology alliances.
  • Strong analytical skills and ability to translate data insights into actionable improvements.
  • Excellent communication and collaboration skills in a cross-functional environment.

Preferred Qualifications

  • Experience working with channel partners (distis, resellers, VARs, MSPs, OEMs, etc).
  • Familiarity with distribution strategies and scaling partner programs globally.
  • Knowledge of incentive structures and partner engagement strategies.
  • Ability to manage multiple stakeholders and drive cross-functional initiatives.
  • Experience working in a fast-paced, matrixed organization with evolving priorities.

Compensation

US Zone 1

This role is not available in Zone 1

US Zone 2

$118,600$160,400 USD

US Zone 3

$105,400$142,600 USD

Dropbox Seattle, Washington, USA Office

Though remote is our primary way of working, meaningful in-person connection and collaboration is a critical part of Virtual First. Our Seattle Studio is a place for teams to come together to host meetings, off-sites, and build community.

Similar Jobs at Dropbox

3 Days Ago
Remote
United States
146K-198K Annually
Mid level
146K-198K Annually
Mid level
Artificial Intelligence • Cloud • Consumer Web • Productivity • Software • App development • Data Privacy
The Account Manager is responsible for managing customer relationships to ensure retention, renewals, and upselling of Dropbox products. This role includes fostering customer satisfaction, maintaining accurate forecasts, and collaborating with various teams to develop account strategies that drive revenue growth.
Top Skills: DropboxGoogle SuiteMs Office SuiteSalesforce
6 Days Ago
Remote
United States
185K-251K Annually
Senior level
185K-251K Annually
Senior level
Artificial Intelligence • Cloud • Consumer Web • Productivity • Software • App development • Data Privacy
As the Head of Sales Compensation and Planning, you will lead the strategy for sales compensation and quotas at Dropbox, ensuring alignment with business objectives. Responsibilities include managing compensation plans, handling payout calculations, collaborating with Finance, and optimizing sales performance.
8 Days Ago
Remote
United States
219K-296K Annually
Senior level
219K-296K Annually
Senior level
Artificial Intelligence • Cloud • Consumer Web • Productivity • Software • App development • Data Privacy
The Emerging Partner Sales Manager will recruit, evaluate, and nurture partnerships to drive business growth. This includes managing the full partner lifecycle, executing go-to-market strategies, negotiating agreements, and ensuring active partner participation in revenue-generating initiatives.
Top Skills: Channel SalesGtm PlanningIt SellingNegotiationPartnershipsRevenue GenerationSaaS

What you need to know about the Seattle Tech Scene

Home to tech titans like Microsoft and Amazon, Seattle punches far above its weight in innovation. But its surrounding mountains, sprinkled with world-famous hiking trails and climbing routes, make the city a destination for outdoorsy types as well. Established as a logging town before shifting to shipbuilding and logistics, the Emerald City is now known for its contributions to aerospace, software, biotech and cloud computing. And its status as a thriving tech ecosystem is attracting out-of-town companies looking to establish new tech and engineering hubs.

Key Facts About Seattle Tech

  • Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
  • Major Tech Employers: Amazon, Microsoft, Meta, Google
  • Key Industries: Artificial intelligence, cloud computing, software, biotechnology, game development
  • Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
  • Notable Investors: Madrona, Fuse, Tola, Maveron
  • Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
By clicking Apply you agree to share your profile information with the hiring company.

Sign up now Access later

Create Free Account

Please log in or sign up to report this job.

Create Free Account