Role Description

The Director of Distribution Business Development will be focused on Telco partnerships and will be responsible the full life-cycle of business relationships, including strategy development, prospecting, deal modeling, negotiation, execution, and ongoing partner management. In addition, they are accountable for both closing high-impact, well-conceived partnerships, as well as their ultimate financial performance, ensuring sustainable value for Dropbox and our partners over the long term.

Responsibilities

  • Identify high-impact, seven-figure+ revenue-driving partnerships with global Telco companies
  • Formulate innovative deal terms that acquire, engage, and monetize customers at scale, while reinforcing Dropbox’s position as a market leader
  • Propose partner product integrations within workflows to improve product utility, and effectively engage users with the Dropbox value proposition
  • Collaborate with Finance to Build business models that test and validate partner scenarios based on existing data sets and educated assumptions.
  • Lead contract negotiations with partners, finding creative solutions to complex problems while maximizing strategic and revenue benefits
  • Actively manage acquisition/conversion funnels using data analytics to identify issues, run experiments, and optimize financial returns throughout the partner life-cycle
  • Mange relationships with partners through regular communications and effective, well-organized business reviews
  • Oversee executive-level contacts with key partners through C-level meetings
  • Work effectively internally across product, engineering, finance, legal, marketing, and other key stakeholders to build support for projects, while balancing internal dependencies and securing resources necessary for execution

Requirements

  • 10+ years of experience in business development/partner management/product management driving user and revenue growth via partnerships (previous experience with global Telcos/Carriers is big plus)
  • Highly analytical with the ability to consume, process and transform large data sets into actionable insights
  • Experience working with complex financial models, understanding the various inputs that influence ROI and incorporating those insights into deal planning and management
  • Familiarity with standard deal structures and ability to review and analyze complex contracts
  • Exceptional presentation and interpersonal skills and ability to distill complex issues into structured frameworks and concrete plans
  • Strong organizational, time management, and prioritization skills with great attention to detail; flexibility to accommodate global partners in different time zones
  • Ability to thrive in a fast-paced environment, comfort with ambiguity, and excellent interpersonal skills with an entrepreneurial spirit and sense of humor
  • Undergraduate degree (technical major ex. EE, CS and/or MBA a plus)

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 contribution toward 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
  • 10 company paid holidays
  • Volunteer time off
  • Company sponsored tech talks (technology and other relevant professional topics)
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