Product and Platform Partnerships, Business Development

Product and Platform Partnerships, Business Development at Dropbox

Dropbox is a Virtual First company. For this role, we are currently only authorized to hire candidates from the following provinces: Alberta, British Columbia, Ontario, and Saskatchewan.

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 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

Canada Pay Range: $151,300—$204,700 CAD

The range 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).

Company Description

Read more about our benefits here. Dropbox isn’t just a workplace—it’s a living lab for designing a more enlightened way of working. We’re a global community of bold visionaries and resourceful doers shaping the future of Dropbox and, in turn, the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, creating space for meaningful work and lasting relationships. With a startup mindset and enterprise-level opportunities, we expect Dropbox employees to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Here, you can be who you are and grow into who you’re meant to be. You own your impact, helping make work more intuitive, joyful, and human for yourself and hundreds of millions of people worldwide. If you’re ready to push boundaries and challenge yourself, Dropbox is ready for you.

Team Description

The Dropbox Business Development team catalyzes more enlightened work by building partnerships that accelerate our growth and shape the future of how people work. We combine industry expertise with creative problem-solving to create alliances in hardware, software, and distribution that amplify our product strategy and expand our reach. Working closely with Product, Marketing, Sales, and Communications, we identify untapped opportunities, negotiate high-impact deals, and execute initiatives that deliver measurable business results. If you’re passionate about building relationships and driving impact through cross-functional collaboration, we’d love to have you on our team.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location. This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter). We provide advance notice when possible and encourage candidates to discuss any accommodation needs during the interview process.

Dropbox supports responsible use of AI for preparation, but misrepresentation of skills or experience is not permitted. See our AI Principles.

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.

Key skills/competency

• Business Development
• Partnership Management
• AI/ML Partnerships
• SaaS
• Strategic Negotiation
• Product Strategy
• Go-to-Market (GTM) Planning
• Cross-functional Collaboration
• Ecosystem Development
• Deal-Making (0 to 1)