Business Development Manager, Strategic Partnerships

About the role

This position is centered on cultivating and expanding strategic alliances that will help broaden Dropbox's market presence, increase product utilization, and generate sustained revenue growth. You will oversee the entire lifecycle of partnerships, from identifying new opportunities and defining strategic and commercial plans to launching initiatives and ensuring ongoing partner success. The role requires working across various ecosystems, including artificial intelligence, platform development, hardware, and SaaS, to create mutually beneficial collaborations. Your efforts will directly contribute to Dropbox's growth by building strong relationships with key partners, negotiating deals, and leveraging data and AI tools to optimize partnership performance. This is a dynamic, fast-paced role suited for someone with a strategic mindset, excellent negotiation skills, and a deep understanding of the SaaS and technology sectors.

Key facts

What you'll do

• Develop, manage, and nurture strategic distribution and ecosystem partnerships aimed at increasing customer acquisition, boosting product adoption, and driving revenue growth for Dropbox.
• Identify new business opportunities by assessing market trends, analyzing industry landscapes, and evaluating potential partners that align with Dropbox's strategic goals.
• Build comprehensive business cases and financial models to support partnership initiatives, ensuring alignment with company objectives and maximizing return on investment.
• Lead or support complex commercial negotiations with prospective and existing partners, balancing strategic priorities with financial and customer value considerations.
• Establish and maintain strong relationships with senior executives and stakeholders through regular business reviews, strategic planning sessions, and ongoing communication.
• Analyze partner performance data regularly, utilizing data-driven insights, experimentation, and AI tools to refine strategies and improve commercial outcomes.
• Collaborate closely with cross-functional teams including Product, Engineering, Finance, Legal, Marketing, and Sales to ensure the successful implementation of partnership initiatives.
• Drive initiatives that incorporate AI and automation to streamline research, analysis, communication, and workflow processes, enhancing efficiency and decision-making.
• Monitor industry trends, competitor activities, and emerging technologies to inform partnership strategies and identify new areas for collaboration.
• Support onboarding processes for new partners, ensuring they are equipped with the necessary resources and support to succeed within the Dropbox ecosystem.
• Facilitate ongoing partner engagement through strategic planning, joint marketing efforts, and performance evaluations to ensure mutual growth and success.
• Contribute to the development of Dropbox's strategic partnership framework, including best practices, processes, and tools to scale partnership efforts effectively.
• Represent Dropbox at industry events, conferences, and meetings to promote the company's partnership initiatives and build a strong professional network.
• Work with legal and compliance teams to ensure all partnership agreements adhere to company policies and regulatory standards, including ITAR considerations if applicable.
• Support the integration of AI-driven workflows into partnership management processes to enhance research, analysis, and operational efficiency.

Requirements

• A minimum of 5 years of experience in business development, distribution partnerships, product management, or similar commercial roles within SaaS, cloud services, or technology sectors.
• Proven track record of building and scaling strategic business partnerships that have delivered measurable business outcomes, including revenue growth and market expansion.
• Strong analytical skills with experience in financial modeling, evaluating partnership investments, and calculating return on investment.
• Excellent negotiation skills, with the ability to lead complex deals and influence stakeholders at all levels, including senior executives.
• Exceptional communication and presentation skills, capable of articulating strategic value propositions clearly and persuasively.
• Ability to influence cross-functional teams and navigate ambiguity in a fast-changing environment.
• Experience using AI and automation tools to improve research, analysis, communication, or workflow efficiency.
• Bachelor's degree or equivalent practical experience in business, technology, or related fields.
• Demonstrated ability to develop strategic plans, execute initiatives, and measure success effectively.
• Strong organizational skills with the ability to manage multiple projects simultaneously and meet deadlines.

Nice to have

• An MBA, consulting background, or experience in corporate strategy that complements your business development expertise.
• A solid understanding of consumer technology ecosystems and how they interact with SaaS platforms.
• Experience managing complex, cross-functional initiatives involving product, sales, and commercial teams.
• Proven success in leveraging AI-driven workflows to enhance commercial execution and operational efficiency.
• Familiarity with the latest trends in AI, automation, and cloud technologies relevant to strategic partnerships.
• Experience working in a virtual or distributed team environment, demonstrating strong remote collaboration skills.

Skills & tools

• AI fluency: Awareness of AI capabilities, sound judgment in applying AI tools, adaptability to new technologies, and the ability to connect AI insights with strategic decisions.

Practical notes

• This role requires approximately 5-10% travel per year for offsite meetings, strategic planning sessions, and industry events.
• The annual salary range for this position is $151,300 - $204,700 CAD, commensurate with experience and skills.
• Total compensation includes base salary, potential bonuses or sales incentives, and stock awards (RSUs).
• Dropbox operates as a Virtual First company, emphasizing remote work flexibility.
• The company supports the responsible use of AI for preparation and decision-making; however, misrepresentation of skills or experience during the hiring process is strictly prohibited.