Business Development Manager

About the role

In this role, you will be responsible for forging and maintaining strategic partnerships that enhance Dropbox's market footprint, boost product engagement, and drive long-term customer and revenue growth. You will oversee a diverse portfolio of collaborations spanning AI, platform and developer ecosystems, hardware, and software as a service (SaaS).

Key facts

What you'll do

• Develop and strengthen essential distribution and ecosystem partnerships aimed at increasing customer acquisition, product utilization, and revenue generation.
• Identify and evaluate commercial opportunities with existing and prospective partners to maximize business potential.
• Formulate business cases and financial forecasts to inform partnership strategies and investment decisions.
• Lead or support commercial negotiations, ensuring a balance between strategic objectives and customer value alongside financial results.
• Build and maintain strong relationships with executives through regular performance assessments, strategic planning sessions, and collaborative efforts across functions.
• Assess partner performance using data analytics and AI tools to optimize commercial outcomes.
• Work closely with teams in Product, Engineering, Finance, Legal, Marketing, and Sales to implement complex partnership initiatives effectively.
• Monitor industry trends and competitor activities to identify new partnership opportunities and areas for growth.
• Prepare and deliver presentations to stakeholders, showcasing partnership value and strategic direction.
• Collaborate with marketing teams to create co-marketing initiatives that enhance brand visibility and drive user engagement.
• Engage in continuous learning about emerging technologies and market dynamics to inform partnership strategies.

Requirements

• At least 5 years of experience in business development, distribution partnerships, product management, or related commercial roles within the SaaS, cloud services, or technology industries.
• Demonstrated success in establishing and nurturing significant business partnerships that yield measurable outcomes.
• Strong analytical skills and proficiency in financial modeling, particularly in assessing partnership investments and their returns.
• Excellent negotiation, communication, and presentation skills, especially when engaging with executive-level stakeholders.
• Ability to influence and collaborate with stakeholders across various departments while navigating uncertainties in fast-paced environments.
• Experience leveraging AI and automation tools to enhance research, analysis, communication, or operational efficiency.
• A Bachelor's degree or equivalent relevant experience is required.

Nice to have

• An MBA or a background in consulting or corporate strategy would be advantageous.
• A deep understanding of consumer technology markets and trends.
• Experience in managing intricate, cross-functional projects that involve both product and commercial teams.
• Proven success in utilizing AI-driven workflows to enhance commercial execution and outcomes.

Skills & tools

• Proficiency in AI-related competencies, including awareness, judgment, adaptability, and connection.

Practical notes

• This position may require occasional travel for team meetings and offsite events, estimated at around 5-10% of the time annually.
• US Zone 2: $162,200 - $219,400 USD
• US Zone 3: $144,200 - $195,000 USD
• The total compensation package includes a base salary, potential corporate bonuses or sales incentives, and Restricted Stock Units (RSUs).
• Initial salary offers are determined by factors such as job level, location, individual skills, and peer compensation.
• Please note that US Zone 1 locations are not eligible for this role.
• US Zone 2 encompasses various states including California (excluding SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Illinois (Chicago metro), Indiana (Chicago metro), Maryland, Massachusetts, Michigan (Chicago metro), New Hampshire, New Jersey (outside NYC metro), New York (outside NYC metro), Oregon, Pennsylvania (D.C. metro), Pennsylvania (outside NYC metro), Texas (Austin metro), Virginia (DC metro), Washington (outside Seattle metro), Washington D.C. metro, West Virginia (DC metro), and Wisconsin (Chicago metro).
• US Zone 3 includes all other locations across the United States.
• Dropbox operates as a Virtual First company, emphasizing remote work flexibility.
• While AI tools can be used for application preparation, it is crucial to represent your skills accurately and honestly.

About the company

Dropbox is a file hosting service that offers cloud storage, file synchronization, and personal cloud software. Founded in 2007 by Drew Houston and Arash Ferdowsi, Dropbox has over 700 million registered users.