Business Development Manager, Distribution - Location Flexible

San Francisco, CA; Remote - US

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Posted 3 weeks ago

Role Description

The Manager of Distribution Business Development will be responsible for the full life-cycle of business relationships, including strategy development, prospecting, deal modeling, negotiation, execution, and ongoing partner management. In addition, they are accountable for both closing high-impact, well-conceived partnerships, as well as their ultimate financial performance, ensuring sustainable value for Dropbox and our partners over the long term.


  • Manage and grow existing Fintech/loyalty partnerships
  • Identify new high-impact, revenue-driving partnerships with companies whose customer base includes large numbers of qualified end-users.
  • Formulate innovative deal terms that acquire, engage, and monetize customers at scale, while reinforcing Dropbox’s position as a market leader
  • Propose partner product integrations within workflows to improve product utility, and effectively engage users with the Dropbox value proposition
  • Collaborate with Finance to Build business models that test and validate partner scenarios based on existing data sets and educated assumptions. 
  • Lead contract negotiations with partners, finding creative solutions to complex problems while maximizing strategic and revenue benefits
  • Actively manage acquisition/conversion funnels using data analytics to identify issues, run experiments, and optimize financial returns throughout the partner life-cycle
  • Mange relationships with partners through regular communications and effective, well-organized business reviews
  • Oversee executive-level contacts with key partners through C-level meetings
  • Work effectively internally across product, engineering, finance, legal, marketing, and other key stakeholders to build support for projects, while balancing internal dependencies and securing resources necessary for execution


  • 3+ years of experience in business development/partner management/product management driving user and revenue growth via partnerships (ideally experienced with cloud services or SaaS and distribution partnerships)
  • Highly analytical with the ability to consume, process and transform large data sets into actionable insights
  • Experience working with financial models, understanding the various inputs that influence ROI and incorporating those insights into deal planning and management
  • Familiarity with standard deal structures and ability to review and analyze contracts
  • Exceptional presentation and interpersonal skills and ability to distill complex issues into structured frameworks and concrete plans
  • Strong organizational, time management, and prioritization skills with great attention to detail; flexibility to accommodate global partners in different time zones
  • Ability to thrive in a fast-paced environment, comfort with ambiguity, and excellent interpersonal skills with an entrepreneurial spirit and sense of humor
  • Undergraduate degree (technical major ex. EE, CS and/or MBA a plus)
Job tags: Complex issues Entrepreneurial Fintech Integrations MBA Product management SaaS
Job region(s): North America
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