Partner 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

As a Partner Sales Manager (PSM) focused on Australia and New Zealand, you will play a pivotal role in scaling Dropbox’s business through strategic partnerships in the region. Your impact areas include driving revenue growth through partner-led sales strategies, enabling partners to deliver exceptional customer outcomes, and fostering long-term partner relationships. 

Key responsibilities encompass planning and forecasting, executing scalable partner engagement strategies, and driving customer success and retention through a robust partner ecosystem.

Responsibilities

• Deliver against a defined revenue quota by driving partner sales growth in Australia and New Zealand.
• Develop and execute comprehensive Partner Plans for managed partners, focusing on achieving key business outcomes.
• Build and nurture relationships with key stakeholders within partner organizations to maximize cross-sell/up-sell opportunities and drive customer success.
• Facilitate one-to-one and scaled partner engagement initiatives to train and enable partner sales teams, ensuring they deliver the best Dropbox experience to their customers.
• Collaborate with internal teams and partners to design and implement effective partner marketing campaigns.
• Establish strong working relationships with Distributor teams to streamline and enhance the sales process.
• Work closely with Account Representatives and Managers on account mapping and joint opportunity management where applicable.
• Lead and manage structured renewal processes for existing customer teams to drive retention and expansion.
• Act as a key partner between Dropbox’s internal teams and ANZ partners, ensuring effective communication and alignment.
• Represent Dropbox’s brand and culture in all interactions, serving as an ambassador for the company and its unique values.
• Develop a deep understanding of Dropbox’s product offerings and roadmap, and effectively communicate these to partners.

Requirements

• Proven experience in managing channel partnerships, ideally within a SaaS environment.
• Strong analytical and problem-solving skills with the ability to drive insights into actionable strategies.
• Exceptional interpersonal and relationship-building skills to engage with partners across varying levels of seniority.
• Demonstrated ability to develop and execute strategic partner plans with measurable outcomes.
• Self-starter with a proactive mindset and the ability to work both independently and collaboratively within cross-functional teams.
• Deep understanding of the ANZ business landscape, particularly the channel ecosystem.
• Entrepreneurial approach to building and managing strategic partnerships.

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.