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 Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality. Role Description We are seeking a strategic and results-driven Partner Sales Manager to identify, recruit, and nurture high-value partnerships that drive business growth. This role involves evaluating potential partners based on market fit and growth potential, executing engagement tactics, and managing the full partner lifecycle from recruitment to activation. The ideal candidate will assess partners' willingness and ability to drive new business, facilitate joint go-to-market (GTM) planning, and negotiate partnership agreements that align with company objectives. Additionally, they will oversee onboarding, enablement, and ongoing relationship management to ensure active participation in co-development initiatives and revenue-generating activities. Responsibilities Identify and evaluate potential partners based on strategic fit, market presence, and growth potentialBuild and execute engagement tactics to recruit ideal partners alongside Partner program Enablement & MarketingAssess partners willingness and ability to drive new growth Manage partner progression through recruitment, onboarding, and activation Build and nurture relationships with partners and SIs, understanding their business needs and aligning them with the company's offerings; ensuring active participation in program and solution co-developmentDrive joint GTM planning working sessions and deliverables alongside partnerNegotiate partnership agreements, ensuring alignment of goals, responsibilities, and termsPerform onboarding activities; enable and activate partners to the point of regularly occurring transactions Requirements 5+ years of Channel Sales experience in a closing roleStrong track record of meeting sales objectives such as quotas, KPI/OKR’s and other productivity metrics. Strong SaaS, Technical and Commercial acumenPrior IT Selling experienceStrong negotiation and prospecting skillsBachelor's Degree or equivalent requiredCapability to work in a Virtual First environment Ability to synthesize information and proactively build a plan of attack.Strong cross-functional collaborator who works well in a team setting. Preferred Qualifications Experience scaling new partnerships from start to consistent revenue productionExperience selling AI focused solutions via the ChannelExecutive Presence - ability to align with senior/executive level leadership and create and operate with equal business stature.   CompensationUS Zone 1 This role is not available in Zone 1US Zone 2$218,800—$296,000 USDUS Zone 3$194,500—$263,100 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.