The Partner Sales Manager drives revenue growth through strategic partnerships in Australia and New Zealand, focusing on sales strategies, customer outcomes, and partner relationships.
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.
Preferred Qualifications
- Familiarity with collaboration tools.
- Experience designing and executing scalable partner enablement programs.
- Exposure to multi-region or global partner initiatives, with an ability to collaborate across geographies.
Top Skills
Collaboration Tools
SaaS
Dropbox Singapore Office
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