Senior Partner Marketing Manager, AI & ISV Ecosystem

Dropbox is a virtual-first company focused on making work more intuitive, joyful, and human through content collaboration and productivity tools. The Senior Partner Marketing Manager will lead marketing strategy and execution for priority AI and ISV partnerships, develop joint go-to-market programs, build scalable co-marketing mechanisms, and manage a team of partner marketers. The role also requires cross-functional leadership, performance optimization, and the responsible use of AI-enabled workflows.

Responsibilities:

• Set the strategy and build the roadmap: Closely partner with Business Development to define the partner strategy, and own Dropbox’s partner marketing strategy across priority AI and ISV partners, translate business and customer priorities into a clear portfolio of bets, and create the roadmap, prioritization criteria, and operating approach needed to execute against them
• Personally build and execute high-priority programs: Lead the most strategic and complex partner marketing initiatives from concept through launch and optimization, including developing joint value propositions, campaign briefs, go-to-market plans, content strategies, activation plans, and partner-facing deliverables—not simply directing the work from a distance. This manager personally leads programs that are highly ambiguous, executive-visible, or strategically consequential, while direct reports own defined partner programs end to end
• Create an evergreen co-marketing engine: Build repeatable programs that extend strategic partnerships beyond launch moments, including joint campaigns, customer stories, lifecycle activation, events, content, partner amplification, and other motions that drive sustained awareness, adoption, engagement, pipeline, and revenue objectives
• Turn strategy into scalable operating mechanisms: Design and implement partner segmentation, reusable launch frameworks and templates, decision rights, operating cadences, measurement approaches, campaign governance, and joint investment planning that help the team move faster and scale successful programs across the ecosystem
• Lead partners and cross-functional execution: Build trusted relationships with strategic partners and work hands-on with Partnerships, Product, Sales, Marketing, and other stakeholders to resolve dependencies, navigate competing priorities, make tradeoffs, and drive complex programs to completion
• Lead, coach, and work alongside the team: Manage and develop partner marketers while remaining close enough to the work to unblock execution, raise the quality bar, coach through difficult partner situations, model strong craft, and step directly into priority programs when senior-level ownership is needed
• Build AI-enabled ways of working: Use approved AI tools directly in partner research, synthesis, planning, content development, personalization, and analysis; identify and implement repeatable AI-enabled workflows for the team; and maintain clear human review and accountability for strategy, quality, partner commitments, and business outcomes

Requirements:

• • B2B marketing experience: 8+ years of B2B marketing experience, with significant experience in partner, ecosystem, platform, or strategic alliances marketing, with demonstrated ability to set strategy and then personally build the plans, programs, processes, and deliverables required to execute it
• • Deep partner marketing craft: Demonstrated experience developing joint value propositions, go-to-market strategies, integrated campaigns, launch plans, and evergreen co-marketing programs with technology, SaaS, platform, AI, or ISV partners
• • Strong execution under ambiguity: Proven ability to take an underdefined opportunity, create structure, determine what needs to be built, and drive work from initial concept through execution, measurement, iteration, and scale
• • Analytical and data-informed decision-making: Strong analytical mindset with the ability to synthesize performance data, customer and partner insights, market signals, and qualitative inputs to evaluate opportunities, diagnose performance, make prioritization decisions, and determine what to scale, change, or stop
• • Exceptional writing, messaging, and communication: Strong written and verbal communication skills, with the ability to develop, translate, and critically review joint messaging with partners; distill complex product and ecosystem concepts into clear customer value propositions; and communicate recommendations, tradeoffs, and decisions effectively to senior internal and external stakeholders
• • Cross-functional influence and player-coach leadership: Experience building trust and driving decisions across partners, Product, Partnerships, Sales, and Marketing while managing and developing high-performing marketers, raising the quality bar, and stepping directly into complex work when senior ownership is needed
• • AI-enabled operating mindset: Demonstrated experience applying AI or automation to real marketing or business workflows, with the judgment to use AI for leverage while validating outputs and retaining human accountability for strategic decisions, partner relationships, messaging quality, and business outcomes
• This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter)
• • AI and technology ecosystem experience: Experience working within AI, SaaS, productivity, collaboration, cloud, developer-platform, or other rapidly evolving technology ecosystems and with major strategic technology partners
• • Zero-to-one program building: Experience creating a new partner marketing program, capability, operating model, or repeatable motion from the ground up rather than inheriting a fully established playbook
• • Launch-to-evergreen expertise: Experience turning major integrations, announcements, or partner launches into sustained co-marketing programs that continue driving customer and business outcomes after launch
• • Commercial and measurement fluency: Experience connecting partner marketing programs to adoption, engagement, pipeline, revenue, or other meaningful business outcomes and using performance signals to decide what to scale, change, or stop
• • PLG + SLG experience: Experience using product adoption and customer signals alongside partner and Sales motions to drive user growth, pipeline, expansion, or revenue