Distribution Sales Manager
Dropbox
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
The Regional Distribution Sales Manager is responsible for driving revenue growth and fostering strategic partnerships with distributors within the assigned region. This role focuses on executing scalable programs, building strategic relationships, and enabling sales teams to maximize the impact of Dropbox business solutions.
The ideal candidate will bring deep expertise in distribution partnerships, SaaS ecosystems, and Go-To-Market (GTM) strategies, combined with strong analytical, critical thinking and problem solving skills.
Responsibilities
- Identify, recruit, and onboard through distributor channels, ensuring they are fully enabled to drive Dropbox adoption.
- Develop scalable programs to assist distributor sales teams in identifying and nurturing high-potential partners while providing sales support to close deals when needed.
- Own, develop, and execute a regional Distribution Plan aligned with the company’s growth strategy, ensuring key KPIs for partner engagement and revenue growth are met.
- Build and implement programs to identify and develop high-value partnerships within the SMB and Mid-Market (MM) segments.
- Conduct training initiatives and scaled engagement activities to equip distributor sales teams with the tools needed to position Dropbox solutions effectively.
- Collaborate with Distribution Marketing to lead field marketing events, trade shows, and partner engagement initiatives, driving brand awareness and adoption.
- Act as a strategic liaison between Dropbox and key distributor stakeholders, maintaining executive relationships and ensuring seamless collaboration.
- Own a defined revenue quota, leverage structured sales methodologies, and stay informed on Dropbox’s product roadmap to drive business growth.
Requirements
- Proven previous experience in distribution partnerships
- Experience of building a comprehensive programs via a distribution network
- Strong analytical, critical thinking and problem solving skills
- Self starter, phenomenal teammate and team player
- Fearless attitude to try new processes and iterate to scale
- Strong propensity to take initiative; thrive on change and ambiguity
- Have an entrepreneurial mindset towards building a strategic set of partners
- Project management and a build mentality
- Ability to hold strong relationships across multiple countries
Preferred Qualifications
- Start up experience / knowledge
- Have experience in working with Cloud Marketplace platforms
- Demonstrate growth across SaaS solutions
Compensation
The range 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 is a Virtual First company and is open to hiring candidates in all authorized 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*
- Retirement savings through a defined contribution pension or savings plan**
- Flexible PTO/Paid Time Off policy in addition to statutory holidays, 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 & groceries, and much more
- Parental benefits including: Parental Leave, Fertility Benefits, Adoptions and Surrogacy support, and Lactation support
- Mental health and wellness benefits
Additional benefits details are available upon request.
*Where group plans are not available, allowances may be provided
**Benefit, amount, and type are dependent on geographical location, based upon applicable law or company policy