Product and Platform Partnerships, Business Development

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 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 autonomy 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 Business Development team catalyzes more enlightened work by forging third-party relationships that accelerate our growth. We combine deep industry insight with creative thinking to foster high-impact partnerships in hardware and software, distribution, and others. Working closely with Product, Marketing, Sales, and Communications, we turn untapped potential into scalable alliances that amplify our product strategy and market reach, creating new revenue opportunities. We drive Dropbox’s long-term success by setting and executing strategic initiatives and ensuring operational excellence. If you're passionate about building relationships and propelling business impact through cross-functional collaboration, join our Business Development team. Areas of work include Strategic Partnerships, Channel Development, Distribution Strategy, Partner Management, Revenue Growth Initiatives, and Market Expansion.

Role Description

The Dropbox Business Development team develops and manages 3rd-party relationships on behalf of the company to deliver high-impact partnerships that generate material revenue and enable our product strategy. We work with a variety of partners, including hardware and software providers, strategic partners, and distribution partners.

About the Product and Platform Partnerships, Business Development role

Dropbox is seeking an ambitious Product and Platform Partnerships Manager who is passionate about technology and business strategy to own and lead a portfolio of our most strategic partnerships. In addition to relationship management and negotiation experience, this position requires critical thinking, creativity, project management, and execution skills, as you'll be called upon to conceive and drive major partner initiatives while working cross-functionally with our Product, Sales, Marketing, Legal, and Finance teams. This individual will play a crucial role in the success of our product strategy and revenue targets by:

• Building and managing thriving product partner ecosystems around new platforms and products
• Identifying ways to find product market fit and increase reach through these product partnerships
• Working closely with our product team to define the future of Dropbox via AI/ML partnerships

Responsibilities

• Play an integral role in driving the product and platform partnerships strategy by identifying new opportunities for partnerships across Dropbox’s current and future product lines.
• Focus on AI/ML partnerships, both inbound (bolstering Dropbox’s products with AI) and outbound (integrating Dropbox in to other AI driven platforms)
• Work cross-functionally with Product and Engineering leaders to define priorities and roadmaps and execute on the strategy for partner-led or partner-involved initiatives. Work will include product alignment, business case, negotiations, integration development, GTM plans, and account management.
• Build joint business plans with our partners for initiatives, including end-to-end GTM plans as well as a robust set of KPIs, success metrics, joint accountability and governance.
• Manage technical and business negotiations, and partner with our legal team to develop and negotiate custom partnership agreements and repeatable templates to scale to broader ecosystem partnerships.
• Work cross-functionally and collaborate with all levels of management internally and externally to build and maintain mutually beneficial partnerships.

Requirements

• 8+ years of experience in business development or partnership management.
• Experience with AI/ML partnerships
• Experience with SaaS.
• A hardworking “0 to 1 deal-maker” who has brought a number of impactful product partnerships to life from conception to execution.
• Exceptional presentation, communication, and interpersonal skills.
• Adept at understanding and contributing to conversations with colleagues in technical functions around product specifications.
• Motivated, self-directed, and confident individual contributor who can thrive in a dynamic environment. You maintain composure in high pressure and ambiguous situations.
• Ability to develop, review and negotiate complex contracts and familiarity with standard deal structures.
• Strong organization, prioritization, and project management skills.
• Structured and analytical thinker with the ability to distill complex issues into structured frameworks and concrete plans.
• Undergraduate degree

Preferred Qualifications

• MBA and/or management consulting background

Compensation

US Zone 2: $162,200—$219,400 USD

US Zone 3: $144,200—$195,000 USD

The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change. Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs). Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation. We target most new hire offers between the minimum up to the middle of the range. Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use.

Benefits

Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families. Our benefits and perks programs include, but are not limited to:

• Competitive medical, dental, and vision coverage
• 401(k) plan with a generous company match and immediate vesting
• Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
• Income Protection Plans: Life and disability insurance
• Business Travel Protection: Travel medical and accident insurance
• Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
• Parental benefits including: Parental Leave, Child and Adult Care, Day Care FSA, Fertility Benefits, Adoption and Surrogacy Support, and Lactation Support
• Access to over 10,000 global co-working spaces through Gable.to making it easy to book flexible workspaces for collaboration or individual work
• Quarterly Cell phone and internet allowance
• Mental health and wellness benefits
• Disability and neurodivergence support benefits

Key skills/competency

• Strategic Partnerships
• AI/ML Partnerships
• Business Development
• SaaS Ecosystems
• Go-to-Market Strategy
• Negotiation
• Cross-functional Collaboration
• Product Strategy
• Revenue Growth
• Relationship Management