Director of Global Channel Strategy and Programs

Role Description

The Director of Global Channel Strategy and Programs will lead the development and execution of Dropbox's channel strategy to drive revenue growth, expand market reach, and build strong partnerships worldwide. This role is responsible for designing scalable programs, managing partner success, and collaborating closely with sales, marketing, and product teams to align channel initiatives with company goals. The ideal candidate will have a blend of strategic thinking, analytical capabilities, and hands-on experience in global channel program management.

Responsibilities

Channel Strategy Development

• Define and execute a comprehensive channel strategy that aligns with Dropbox’s broader business objectives and accelerates partner-driven growth across regions.
• Analyze market trends, partner ecosystems, and competitor strategies to continuously evolve the channel program.

Partner Program Management

• Oversee and guide the Reseller Program Manager to ensure the continuous improvement and enhancements of the Reseller program specific to MSP and VAR partner types 
• Design pilot programs or program adjustments to support partner type expansion 
• Own the GTM and Distribution strategy and execution to support a scaled partner motion 
• Design and execute a Partner Success program to support a segmented partner journey strategy
• Establish clear metrics and incentives to drive partner performance, growth, and retention.
• Build a strong governance structure to maintain consistency across regions while allowing flexibility to adapt to local market needs.

Cross-Functional Collaboration

• Key stakeholder to the GSC (Global Sales and Channel) Executive in driving partner momentum and growth
• Work closely with sales, marketing, operations, and product teams to align channel initiatives with company-wide goals.
• Act as a bridge between partner sellers and internal teams to ensure channel needs and partner feedback are incorporated into product offerings and campaigns.
• Collaborate with finance and operations to manage program budgets, forecast partner-driven revenue, and ensure efficient resource allocation.

Performance Analysis and Optimization

• Develop and monitor KPIs to track the success of channel programs, partner productivity, and revenue impact.
• Continuously assess program effectiveness and adjust strategies based on data-driven insights and partner feedback.
• Provide regular reports and presentations to executive leadership on program performance and strategic recommendations.

Team Leadership and Development

• Lead and mentor a team of program managers and program specialists to ensure effective execution and development of channel initiatives.
• Foster a culture of accountability, growth, and collaboration within the team.

• Revenue Growth: Achievement of revenue targets through channel partners, including growth in partner-sourced and partner-influenced revenue.
• Partner Engagement: Increase in partner recruitment, enablement completion rates, and partner satisfaction scores.
• Program Adoption: Level of engagement with channel programs and resources, including utilization of training and marketing assets.
• Partner Productivity: Improvement in partner performance metrics, such as sales conversion rates, deal sizes, and customer retention.
• Team Development: Employee engagement scores, retention rates, and individual development milestones within the channel team.

Preferred Qualifications

• Bachelor’s degree in Business, Marketing, or a related field; MBA or equivalent experience preferred.
• 10+ years of experience in channel strategy, channel sales, or partner programs, with a strong background in SaaS or technology industries; Experience with marketplaces and technology partnerships a plus.
• Proven track record of building and scaling successful global channel programs.
• Deep understanding of partner ecosystems and experience in managing relationships with diverse channel partners (e.g., resellers, distributors, system integrators).
• Strong strategic, analytical, and communication skills; ability to translate complex strategies into actionable initiatives.
• Experience leading and developing high-performing teams in a fast-paced, matrixed environment.
• Ability to travel as needed for partner meetings and team collaboration.

Compensation