Head of Channel Sales, Americas
Dropbox
 Austin, TX

Head of Channel Sales, Americas

Austin, TX; San Francisco, CA

Company Description

Dropbox is the world's first smart workspace that helps people and teams focus on the work that matters. With more than 600 million registered users across 180 countries, we're on a mission to design a more enlightened way of working. Dropbox is headquartered in San Francisco, CA, and has 12 offices around the world.

Team Description

Our Sales & Channel team shares Dropbox Business with enterprises around the world and helps them understand the power Dropbox offers to teams at scale. We're a collaborative and empathetic sales team, focused on understanding what businesses need to work better together.

Role Description

Aligning with the global Channel strategy, the Head of Channel Sales, Americas will build and define the Dropbox for Business channel partner GTM in the NAMER region, with a primary focus on generating net new license revenue through partner sales training, partner management, and incentive program implementation. This role will be responsible for all of NAMER which is defined as US, Canada, Central and South America.

Responsibilities

  • You will define and grow a NAMER partnership program to complement the Dropbox direct sales teams, as well as a channel-based partnership team
  • You'll design, implement, and fine-tune the channel programs to accelerate Dropbox for Business revenue growth in NAMER
  • You'll own NAMER revenue for the indirect channel sales team
  • Execute new partnerships with industry-leading MSPs, Resellers and Solution Providers
  • You will collaborate with marketing to drive programs and events through the channel
  • Attend and participate in external sales meetings, product seminars, and trade shows
  • Collaborate with Sales Leads, Marketing teams and Regional Leaders across the region to build a NAMER channel partner ecosystem that delivers value in each target country/region by supporting Dropbox Business market penetration and license growth
  • Attainment of revenue, license and transaction goals and scalable growth quarter over quarter
  • Travel approximately 20% of the time

Requirements

  • You have at least 10 years experience building successful Channel partnerships in a reputable software company with a track record of exceeding ambitious revenue goals/quotas in previous positions
  • At least 3 years of management experience; with considerable leadership, mentoring, coaching and staff development skills (ideally in a regional role)
  • Firsthand experience with SaaS indirect sales models
  • You will be ambitious and creative, with the capability to lead both directly and by influence
  • Proven experience in building partner relationships at both executive and operational levels
  • You will have an ability to effectively and consistently engage cross functional teams
  • Skilled at organization and prioritization
  • You are a data-driven decision-maker with well-developed business and financial management skills
  • Significant experience with strategic planning and strategy execution
  • Expertise in contracting, negotiating, and change management
  • Experience with structuring sales quota goals and revenue expectations
  • Extraordinary interpersonal and organizational skills coupled with verbal/written communication and presentation skills
  • Passionate about Dropbox, and the role of Channel partnerships in realizing Dropbox's vision
  • Bachelor's degree or equivalent experience required

Benefits and Perks

  • 100% company paid individual medical, dental, & vision insurance coverage
  • 401k

    • company match

  • Market competitive total compensation package
  • Free Dropbox space for your friends and family
  • Wellness Reimbursement
  • Generous vacation policy
  • 10 company paid holidays
  • Volunteer time off
  • Company sponsored tech talks (technology and other relevant professional topics)

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).