Dropbox is seeking a strategic and execution-focused Global Channel & Partner Marketing Lead to drive growth and engagement across our global channel and technology partner ecosystem. This leader will develop and scale co-marketing, enablement, and demand generation programs with reseller, distributor, and strategic alliance partners. They will be responsible for building and executing a cohesive, strategic partner marketing vision that spans across North America, EMEA, Japan, and APAC.
Reporting to the VP of Integrated Marketing, this role will support both Dropbox’s established Core business and emerging strategic priorities such as Dropbox Dash, thus requiring this candidate to adapt the channel and partner marketing plan, require deep partner ecosystem knowledge, and the ability to translate strategy into action across global markets. To do this successfully, this leader will partner cross-functionally across Marketing, Sales, Product Marketing, Business Development, and GTM Operations to accelerate revenue for Dropbox’s core offerings and drive adoption of Dropbox Dash. The ideal candidate is a results-oriented, collaborative leader who thrives in a fast-paced, matrixed environment and brings deep experience in partner-led growth motions.
Responsibilities- Develop and lead scalable marketing programs with channel (reseller, distributor) and technology partners to drive acquisition and partner-sourced revenue.
- Build modular, scalable partner marketing assets and campaign kits for global use.
- Manage top-tier partner relationships, including Dropbox’s strategic alliance with Lenovo.
- Align partner marketing investments with sales objectives through Market Development Funds (MDF) and quarterly planning.
- Lead a high-performing team of regional marketers, ensuring strategic cohesion and excellence in execution globally.
- Optimize the use of global marketing investments by driving standardization, streamlining execution, and scaling best practices across all regions.
- Ensure compliance with Dropbox’s brand, governance, and legal standards across all partner marketing activities globally.
- Own strategic partnership and co-marketing execution for key alliances.
- Engage directly with Sales & Channel, Business Development and Marketing leaders to establish joint GTM plans and deepen strategic alignment.
- Drive alignment with cross-functional teams on KPIs, messaging, and launch calendars.
- Coordinate quarterly marketing plans and QBRs with internal and external stakeholders.
- Leverage Salesforce and partner platforms to track performance and ROI.
- Lead operating rhythm for planning, alignment, and performance reviews with marketing, sales, business development, and partner managers to drive joint accountability.
- Own the development of enablement resources, co-selling guides, and onboarding materials in partnership with Campaign and Product Marketing to ensure consistency across all routes to market.
- Launch and manage partner engagement programs (e.g., spotlights, awards, content showcases).
- Ensure partners are equipped to activate Dropbox solutions in the field effectively.
- 8–10+ years of B2B marketing experience, including 5+ years in partner and channel marketing roles.
- Experience with global reseller and distributor ecosystems and technology alliances (e.g., OEMs, ISVs).
- Success building and scaling global, integrated co-marketing and co-selling programs.
- Strong track record of developing marketing programs that drive measurable revenue impact.
- Strong leadership experience and 3+ years of managing globally distributed teams across matrixed, cross-functional environments.
- High proficiency with Salesforce, Marketo, and marketing performance tools.
- Lead operating rhythm for planning, alignment, and performance reviews with marketing, sales, business development, and partner managers to drive joint accountability.
- Ability to lead cross-functional projects and influence across levels and functions.
- Global mindset with cultural agility.
- Outstanding communication skills and executive presence.
- Own strategic partnership and co-marketing execution for key alliances.
- Experience managing Channel Partner MDF (Marketing Development Funds) and incentive programs, as well as joint GTM planning with strategic partners.
- Background in SaaS productivity, IT, or collaboration tools.
- Familiarity with partner portals, and multi-tier partner models.
- Experience supporting hybrid GTM strategies (PLG + sales-led).
- Experience in managing global teams and localizing programs for regional execution.
