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

Dropbox is seeking a dynamic and visionary Head of Global Channel Sales to lead the strategic development and execution of our global channel strategy. In this pivotal role, you will be responsible for driving significant revenue growth, expanding our global footprint, and ensuring the success of our channel ecosystem. The ideal candidate will have extensive experience in the B2B SaaS market, has proven success building a global strategy with regional execution, and a well-established network of executive-level relationships with key channel partners such as SHI, CDW, and other industry leaders.

Responsibilities

Strategic Channel Leadership:

• Develop and execute a comprehensive global channel strategy that aligns with Dropbox's overall business goals, driving scalability, sustainability, and long-term revenue growth.
• Leverage and expand your network of executive-level relationships with strategic global channel partners, including SHI, CDW, and other major organizations, to drive joint business initiatives and maximize partnership value.
• Act as a trusted advisor and partner to key stakeholders, fostering collaboration and mutual growth.

Business Development and Expansion:

• Identify, engage, and secure new strategic partnerships for Dropbox Dash + FSS that enhance Dropbox's market position and unlock new revenue opportunities and positioning Dropbox as a leader in channel innovation.
• Stay at the forefront of industry trends, competitor strategies, and market dynamics, proactively adapting and refining the channel strategy to maintain a competitive edge.

Team Leadership and Development:

• Inspire, mentor, and lead a global team of channel sales professionals, cultivating a culture of excellence, collaboration, and innovation.
• Provide strategic direction and support to the team, enabling them to achieve their full potential and exceed targets.

Cross-functional Collaboration:

• Collaborate closely with Channel operations, product, marketing, finance, and customer success teams to align channel strategies with product offerings, market messaging, and customer support, ensuring a cohesive approach to market.
• Drive alignment across functions to deliver a seamless and integrated partner experience.

Performance Optimization:

• Establish, track, and optimize key performance indicators (KPIs) for channel activities, providing regular performance updates and insights to the executive leadership team.
• Implement data-driven strategies to continuously improve channel effectiveness and efficiency.

Requirements

• 15+ years of experience in channel sales or business development, with at least 5 years in a senior leadership role with global partners in the B2B SaaS industry.
• Demonstrated success in developing and managing high-impact channel programs that drive significant revenue growth and market expansion.
• Extensive network of executive-level contacts within leading channel partners such as SHI, CDW, and similar entities.
• Exceptional leadership and team management skills, with a proven ability to lead large, diverse, and geographically dispersed teams to success.
• Strong strategic thinking and planning capabilities, with a focus on driving long-term growth and sustainability.
• Superior communication, negotiation, and interpersonal skills, with the ability to influence and drive outcomes at the executive level.
• Proven experience in managing and scaling channel programs on a global scale, with a track record of success.
• Understanding of the global channel landscape, having managed channel partners and distributors in EMEA, Japan, Asia Pacific and North America.
• Strong familiarity with the technical aspects of SaaS products and the ability to clearly articulate complex value propositions.
• A history of driving innovation and thought leadership in global channel sales strategies, with a focus on creative problem-solving and market disruption.
• Bachelor’s degree in Business, Marketing, or a related field; MBA or equivalent experience preferred.

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, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).