Dropbox · 18 hours ago
Senior Business Development Manager - Strategic Partnerships
United States
Full-time
Remote
Senior Level, Lead/Staff
$190K/yr - $257K/yr
8+ years expDropbox is seeking an ambitious Senior Strategic Alliance Manager who is passionate about technology and business strategy to own and lead a portfolio of our most strategic partnerships. This role involves developing and managing 3rd-party relationships to enhance user value and generate new revenue streams, while working closely with cross-functional teams to drive major partner initiatives.
CollaborationEnterprise SoftwareFile SharingPrivate CloudWeb Hosting
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
Qualification
Required
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
Preferred
MBA and/or management consulting background
Company
Dropbox
Dropbox is a smart workspace company that provides secure file sharing, collaboration, and storage solutions.
1001-5000 employees
H1B Sponsorship
Dropbox has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (127)
2024 (105)
2023 (103)
2022 (166)
2021 (197)
2020 (157)
Funding
Current Stage
Public CompanyTotal Funding
$2.41BKey Investors
JP Morgan ChaseJPMorgan PartnersBlackRock
2025-09-09Post Ipo Debt· $700M
2018-03-23IPO
2017-03-30Debt Financing· $600M
Leadership Team
Drew Houston
Founder & CEO
Arash Ferdowsi
Co-Founder
Recent News
2025-12-19
Business Standard India
2025-12-19
2025-12-16
Company data provided by crunchbase