Dropbox is a Virtual First company. For this role, we are hiring in Zones 2 and 3. Please refer to our Compensation section below to see what neighborhoods fall under each Zone. Company Description Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey. Team Description Our Business Strategy & Operations team sets and drives key business initiatives across the company. We complement and support product, engineering, sales, and marketing teams across three critical areas: corporate and business unit strategy, business planning and sales operations, and business systems and tools development. Role Description The Director of Global Channel Strategy and Programs will lead the development and execution of Dropbox's channel strategy to drive revenue growth, expand market reach, and build strong partnerships worldwide. This role is responsible for designing scalable programs, managing partner success, and collaborating closely with sales, marketing, and product teams to align channel initiatives with company goals. The ideal candidate will have a blend of strategic thinking, analytical capabilities, and hands-on experience in global channel program management. Responsibilities Channel Strategy Development Define and execute a comprehensive channel strategy that aligns with Dropbox’s broader business objectives and accelerates partner-driven growth across regions.Analyze market trends, partner ecosystems, and competitor strategies to continuously evolve the channel program. Partner Program Management Oversee and guide the Reseller Program Manager to ensure the continuous improvement and enhancements of the Reseller program specific to MSP and VAR partner types Design pilot programs or program adjustments to support partner type expansion Own the GTM and Distribution strategy and execution to support a scaled partner motion Design and execute a Partner Success program to support a segmented partner journey strategyEstablish clear metrics and incentives to drive partner performance, growth, and retention.Build a strong governance structure to maintain consistency across regions while allowing flexibility to adapt to local market needs. Cross-Functional Collaboration Key stakeholder to the GSC (Global Sales and Channel) Executive in driving partner momentum and growthWork closely with sales, marketing, operations, and product teams to align channel initiatives with company-wide goals.Act as a bridge between partner sellers and internal teams to ensure channel needs and partner feedback are incorporated into product offerings and campaigns.Collaborate with finance and operations to manage program budgets, forecast partner-driven revenue, and ensure efficient resource allocation. Performance Analysis and Optimization Develop and monitor KPIs to track the success of channel programs, partner productivity, and revenue impact.Continuously assess program effectiveness and adjust strategies based on data-driven insights and partner feedback.Provide regular reports and presentations to executive leadership on program performance and strategic recommendations. Team Leadership and Development Lead and mentor a team of program managers and program specialists to ensure effective execution and development of channel initiatives.Foster a culture of accountability, growth, and collaboration within the team. Metrics for Success Revenue Growth: Achievement of revenue targets through channel partners, including growth in partner-sourced and partner-influenced revenue.Partner Engagement: Increase in partner recruitment, enablement completion rates, and partner satisfaction scores.Program Adoption: Level of engagement with channel programs and resources, including utilization of training and marketing assets.Partner Productivity: Improvement in partner performance metrics, such as sales conversion rates, deal sizes, and customer retention.Team Development: Employee engagement scores, retention rates, and individual development milestones within the channel team. Preferred Qualifications Bachelor’s degree in Business, Marketing, or a related field; MBA or equivalent experience preferred.10+ years of experience in channel strategy, channel sales, or partner programs, with a strong background in SaaS or technology industries; Experience with marketplaces and technology partnerships a plus.Proven track record of building and scaling successful global channel programs.Deep understanding of partner ecosystems and experience in managing relationships with diverse channel partners (e.g., resellers, distributors, system integrators).Strong strategic, analytical, and communication skills; ability to translate complex strategies into actionable initiatives.Experience leading and developing high-performing teams in a fast-paced, matrixed environment.Ability to travel as needed for partner meetings and team collaboration. CompensationUS Zone 1 This role is not available in Zone 1US Zone 2$204,700—$276,900 USDUS Zone 3$181,900—$246,100 USD The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change. Please note, OTE are for sales roles only. 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. Current US Zone locations are as follows: • US Zone 1: San Francisco metro, New York City metro, or Seattle metro • US Zone 2: Austin (TX) metro, Chicago metro, California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Massachusetts, New Hampshire, New York (outside NYC metro), Oregon, Pennsylvania (outside NYC or DC metro), Washington DC metro, and West Virginia (DC metro) • US Zone 3: All other US locations 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 Additional benefit details are available upon request.   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. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.