Partner Sales Manager

Role Description

As a Partner Sales Manager (PSM) focused on Australia and New Zealand, you will play a pivotal role in scaling Dropbox’s business through strategic partnerships in the region. Your impact areas include driving revenue growth through partner-led sales strategies, enabling partners to deliver exceptional customer outcomes, and fostering long-term partner relationships. 

Key responsibilities encompass planning and forecasting, executing scalable partner engagement strategies, and driving customer success and retention through a robust partner ecosystem.

Responsibilities

• Deliver against a defined revenue quota by driving partner sales growth in Australia and New Zealand.
• Develop and execute comprehensive Partner Plans for managed partners, focusing on achieving key business outcomes.
• Build and nurture relationships with key stakeholders within partner organizations to maximize cross-sell/up-sell opportunities and drive customer success.
• Facilitate one-to-one and scaled partner engagement initiatives to train and enable partner sales teams, ensuring they deliver the best Dropbox experience to their customers.
• Collaborate with internal teams and partners to design and implement effective partner marketing campaigns.
• Establish strong working relationships with Distributor teams to streamline and enhance the sales process.
• Work closely with Account Representatives and Managers on account mapping and joint opportunity management where applicable.
• Lead and manage structured renewal processes for existing customer teams to drive retention and expansion.
• Act as a key partner between Dropbox’s internal teams and ANZ partners, ensuring effective communication and alignment.
• Represent Dropbox’s brand and culture in all interactions, serving as an ambassador for the company and its unique values.
• Develop a deep understanding of Dropbox’s product offerings and roadmap, and effectively communicate these to partners.

Requirements

• Proven experience in managing channel partnerships, ideally within a SaaS environment.
• Strong analytical and problem-solving skills with the ability to drive insights into actionable strategies.
• Exceptional interpersonal and relationship-building skills to engage with partners across varying levels of seniority.
• Demonstrated ability to develop and execute strategic partner plans with measurable outcomes.
• Self-starter with a proactive mindset and the ability to work both independently and collaboratively within cross-functional teams.
• Deep understanding of the ANZ business landscape, particularly the channel ecosystem.
• Entrepreneurial approach to building and managing strategic partnerships.