Distribution Sales Manager

Company Description

Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of more than 2,000 bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the flexibility of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.

Team Description

The Dropbox Sales and Channel Team brings the power of enlightened work to organizations worldwide. We develop relationships that transform how companies collaborate and stories that shape how they see Dropbox. We don’t just sell products—we create partnerships that help companies leverage Dropbox Business to ignite new ways of working. From crafting sales strategies to analyzing business performance, we work with senior leaders to develop insights, identify opportunities, and do the planning and execution necessary to drive growth. If you're excited about creating partnerships inside the organization and out, join the Sales team. Areas of work include Sales Enablement, Sales Analytics, Customer Success, Account Management, Business Development, Channel Partnerships, Enterprise Sales, and Sales Operations.

Role Description

The Regional Distribution Sales Manager is responsible for driving revenue growth and fostering strategic partnerships with distributors within the assigned region. This role focuses on executing scalable programs, building strategic relationships, and enabling sales teams to maximize the impact of Dropbox business solutions. 

The ideal candidate will bring deep expertise in distribution partnerships, SaaS ecosystems, and Go-To-Market (GTM) strategies, combined with strong analytical, critical thinking and problem solving skills.

Responsibilities

• Identify, recruit, and onboard through distributor channels, ensuring they are fully enabled to drive Dropbox adoption.
• Develop scalable programs to assist distributor sales teams in identifying and nurturing high-potential partners while providing sales support to close deals when needed.
• Own, develop, and execute a regional Distribution Plan aligned with the company’s growth strategy, ensuring key KPIs for partner engagement and revenue growth are met.
• Build and implement programs to identify and develop high-value partnerships within the SMB and Mid-Market (MM) segments.
• Conduct training initiatives and scaled engagement activities to equip distributor sales teams with the tools needed to position Dropbox solutions effectively.
• Collaborate with Distribution Marketing to lead field marketing events, trade shows, and partner engagement initiatives, driving brand awareness and adoption.
• Act as a strategic liaison between Dropbox and key distributor stakeholders, maintaining executive relationships and ensuring seamless collaboration.
• Own a defined revenue quota, leverage structured sales methodologies, and stay informed on Dropbox’s product roadmap to drive business growth.

Requirements

• Proven previous experience in distribution partnerships 
• Experience of building a comprehensive programs via a distribution network  
• Strong analytical, critical thinking and problem solving skills
• Self starter, phenomenal teammate and team player
• Fearless attitude to try new processes and iterate to scale 
• Strong propensity to take initiative; thrive on change and ambiguity
• Have an entrepreneurial mindset towards building a strategic set of partners 
• Project management and a build mentality 
• Ability to hold strong relationships across multiple countries 

Preferred Qualifications

• Start up experience / knowledge 
• Have experience in working with Cloud Marketplace platforms
• Demonstrate growth across SaaS solutions 

Compensation

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.