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The Partner Sales Manager is responsible for driving revenue growth through strategic partnerships in Australia and New Zealand, managing partner engagement, developing comprehensive Partner Plans, and ensuring customer success. They will collaborate internally and with partners to enhance sales processes and represent Dropbox's brand.
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.
Dropbox Singapore Office
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