About the job
The Strategic Alliances team at Dropbox is responsible for developing and managing third-party relationships that drive impactful partnerships, ultimately generating significant revenue while supporting our product strategy. Our collaborative efforts span across various partners including hardware manufacturers, software providers, and distribution entities.
We are in search of a dynamic Senior Strategic Alliance Manager who possesses a strong passion for technology and business strategy. This individual will take ownership of a portfolio comprising our most vital partnerships. The role demands a blend of relationship management, negotiation prowess, critical thinking, creativity, and project management skills. As you spearhead major partner initiatives, you will engage cross-functionally with our Product, Sales, Marketing, Legal, and Finance teams. Your contributions will be pivotal in achieving our product strategy and revenue objectives by:
1) Expanding Dropbox’s core business through enhanced user value and new revenue channels with key technology partners.
2) Exploring avenues for product-market fit and broadening the reach of new Dropbox offerings.
3) Collaborating closely with our product team to define the future trajectory of Dropbox via AI/ML partnerships.
Key Responsibilities
- Drive the strategic partnerships strategy by identifying new partnership opportunities within Dropbox’s current and upcoming product lines.
- Focus on AI/ML partnerships, enhancing Dropbox’s products with AI capabilities and integrating Dropbox into AI-driven platforms.
- Work collaboratively with Product and Engineering leaders to establish priorities, roadmaps, and execute strategies for initiatives involving strategic partners. This includes product alignment, business case development, negotiations, integration development, go-to-market plans, and account management.
- Develop joint business plans with partners, including comprehensive go-to-market strategies and a robust set of KPIs and success metrics.
- Oversee technical and business negotiations, partnering with our legal team to ensure compliance and success in partnership agreements.

