Business Development Manager, Strategic Partnerships at Dropbox

<h2 class="p1"><span class="s1">Role Description</span></h2> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">The Dropbox Business Development team builds and grows strategic partnerships that expand Dropbox's reach, deepen product adoption, and drive long-term customer and revenue growth. As a Business Development Manager, you will own a portfolio spanning AI, platform/developer, hardware, AI, and SaaS ecosystems. You will manage the full partnership lifecycle—from opportunity identification and commercial strategy through launch, ongoing growth, and partner success.</span></p> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">You will play a key role in shaping Dropbox's partnership strategy by identifying growth opportunities, evaluating business cases, and translating partner needs into integrated customer experiences. You will work closely with Product, Engineering, Finance, Legal, Marketing, and Sales to execute partnerships across device distribution and AI agent ecosystems. This role offers significant exposure to senior leaders and external executives while owning partnerships with meaningful strategic and commercial impact.</span></p> <p><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">AI and automation are increasingly embedded in our workflows, accelerating research, partner preparation, and administrative work. Success in this role comes from using these capabilities to increase efficiency while focusing your time on strategic decision-making, commercial negotiations, and relationship management.</span></p> <h2 class="p1"><span class="s1">Responsibilities</span></h2> <ul> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">Own and grow strategic distribution and ecosystem partnerships to drive customer acquisition, product adoption, and revenue growth.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">Identify, evaluate, and develop commercial opportunities with existing and prospective partners.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">Build business cases and financial models that inform partnership strategy and investment decisions.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">Lead or support commercial negotiations while balancing strategic objectives, customer value, and financial outcomes.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">Build trusted executive relationships through regular business reviews, strategic planning, and cross-functional collaboration.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">Analyze partner performance and leverage data, experimentation, and AI-enabled tools to optimize commercial outcomes.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">Partner effectively across Product, Engineering, Finance, Legal, Marketing, and Sales to execute complex partnership initiatives.</span></li> </ul> <h2 class="p1"><span class="s1">Requirements</span></h2> <ul> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">5+ years of experience in business development, distribution partnerships, product management, or related commercial roles within SaaS, cloud services, or technology.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz87zz87z">Demonstrated success building and growing strategic business partnerships that drive measurable business results.</span></li> <li><span class=" author-d-1gg9uz65z1iz85zgdz68zmqkz84zo2qowz80zsz81z8nqz122zdfz68z5coz87zsz73zz76zipqu3z86zmz88zz81zcthz

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