Senior Director, Global Partners

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.