Key skills
Business developmentPartnership managementAI/ML partnershipsSaaS experienceProject managementNegotiation skillsAnalytical thinkingCommunication skillsInterpersonal skillsOrganization skillsCAIMLSaaSProject ManagementStakeholder ManagementCommunicationCollaborationAccount Management
About this role
Dropbox is a Virtual First company that is seeking an ambitious Senior Strategic Alliance Manager passionate about technology and business strategy. This role involves managing strategic partnerships to generate revenue and enhance product strategy through collaboration with various teams and partners.
Responsibilities:
- Play an integral role in driving the strategic partnerships strategy by identifying new opportunities for partnerships across Dropbox’s current and future product lines
- Focus on AI/ML partnerships, both inbound (bolstering Dropbox’s products with AI) and outbound (integrating Dropbox in to other AI driven platforms)
- Work cross-functionally with Product and Engineering leaders to define priorities and roadmaps and execute on the strategy for initiatives with strategic partners. Work will include product alignment, business case, negotiations, integration development, GTM plans, and account management
- Build joint business plans with our partners for initiatives, including end-to-end GTM plans as well as a robust set of KPIs, success metrics, joint accountability and governance
- Manage technical and business negotiations, and partner with our legal team to develop and negotiate custom partnership agreements and repeatable templates to scale to broader ecosystem partnerships
- Work cross-functionally and collaborate with all levels of management internally and externally to build and maintain mutually beneficial partnerships
- Manage executive-level contacts with key partners, including executive relationship mapping, QBRs, and C-level stakeholder management
Requirements:
- 8+ years of experience in business development or partnership management
- 5+ years working at or with a big tech strategic partner
- Experience with AI/ML partnerships
- Experience with SaaS
- A hardworking “0 to 1 deal-maker” who has brought a number of impactful strategic deals to life from conception to execution
- Exceptional presentation, communication, and interpersonal skills
- Adept at understanding and contributing to conversations with colleagues in technical functions around product specifications
- Motivated, self-directed, and confident individual contributor who can thrive in a dynamic environment. You maintain composure in high pressure and ambiguous situations
- Ability to develop, review and negotiate complex contracts and familiarity with standard deal structures
- Strong organization, prioritization, and project management skills
- Structured and analytical thinker with the ability to distill complex issues into structured frameworks and concrete plans
- Undergraduate degree
- MBA and/or management consulting background