Product and Platform Partnerships, Business Development

Dropbox is seeking an ambitious Product and Platform Partnerships Manager who is passionate about technology and business strategy to own and lead a portfolio of our most strategic partnerships. This role involves driving product and platform partnerships strategy, focusing on AI/ML partnerships, and collaborating cross-functionally to execute on partner-led initiatives.

Responsibilities:

• Play an integral role in driving the product and platform 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 partner-led or partner-involved initiatives. 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

Requirements:

• 8+ years of experience in business development or partnership management
• Experience with AI/ML partnerships
• Experience with SaaS
• A hardworking “0 to 1 deal-maker” who has brought a number of impactful product partnerships 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