商务拓展经理，战略合作伙伴
Business Development Manager, Strategic Partnerships
职位描述
Dropbox 业务发展团队构建并拓展战略合作伙伴关系，以扩大 Dropbox 的影响力，加深产品采用率，并推动长期客户和收入增长。作为业务发展经理，您将负责涵盖人工智能、平台/开发者、硬件、人工智能和 SaaS 生态系统的组合。您将管理整个合作伙伴关系生命周期，从机会识别和商业策略到发布、持续增长和合作伙伴成功。
您将在塑造 Dropbox 的合作伙伴关系战略中发挥关键作用，通过识别增长机会、评估商业案例，并将合作伙伴需求转化为集成的客户体验。您将与产品、工程、财务、法务、市场和销售团队紧密合作，以在设备分发和 AI 代理生态系统中执行合作伙伴关系。此职位将让您有机会接触高级领导和外部高管，同时负责具有重要战略和商业影响的合作伙伴关系。
AI 和自动化越来越多地嵌入我们的工作流程中，加速了研究、合作伙伴准备和行政工作。在此职位上取得成功需要利用这些能力提高效率，同时将您的时间集中在战略决策、商业谈判和关系管理上。
职责
- 负责并拓展战略分发和生态系统合作伙伴关系，以推动客户获取、产品采用和收入增长。
- 识别、评估并开发与现有和潜在合作伙伴的商业机会。
- 建立商业案例和财务模型，以指导合作伙伴关系战略和投资决策。
- 领导或支持商业谈判，同时平衡战略目标、客户价值和财务结果。
- 通过定期的业务评审、战略规划和跨职能协作建立可信赖的高管关系。
- 分析合作伙伴表现，并利用数据、实验和 AI 支持的工具优化商业成果。
- 与产品、工程、财务、法务、市场和销售团队有效合作，以执行复杂的合作伙伴关系计划。
要求
- 在 SaaS、云服务或技术领域，拥有 5 年以上业务发展、分发合作伙伴关系、产品管理或相关商业角色的经验。
- 有成功建立和拓展推动可衡量业务成果的战略业务合作伙伴关系的经验。
- 强大的分析能力
查看英文原文
Role Description
The Dropbox Business Development team builds and grows strategic partnerships that expand Dropbox's reach, deepen product adoption, and drive long-term customer and revenue growth. As a Business Development Manager, you will own a portfolio spanning AI, platform/developer, hardware, AI, and SaaS ecosystems. You will manage the full partnership lifecycle—from opportunity identification and commercial strategy through launch, ongoing growth, and partner success.
You will play a key role in shaping Dropbox's partnership strategy by identifying growth opportunities, evaluating business cases, and translating partner needs into integrated customer experiences. You will work closely with Product, Engineering, Finance, Legal, Marketing, and Sales to execute partnerships across device distribution and AI agent ecosystems. This role offers significant exposure to senior leaders and external executives while owning partnerships with meaningful strategic and commercial impact.
AI and automation are increasingly embedded in our workflows, accelerating research, partner preparation, and administrative work. Success in this role comes from using these capabilities to increase efficiency while focusing your time on strategic decision-making, commercial negotiations, and relationship management.
Responsibilities
- Own and grow strategic distribution and ecosystem partnerships to drive customer acquisition, product adoption, and revenue growth.
- Identify, evaluate, and develop commercial opportunities with existing and prospective partners.
- Build business cases and financial models that inform partnership strategy and investment decisions.
- Lead or support commercial negotiations while balancing strategic objectives, customer value, and financial outcomes.
- Build trusted executive relationships through regular business reviews, strategic planning, and cross-functional collaboration.
- Analyze partner performance and leverage data, experimentation, and AI-enabled tools to optimize commercial outcomes.
- Partner effectively across Product, Engineering, Finance, Legal, Marketing, and Sales to execute complex partnership initiatives.
Requirements
- 5+ years of experience in business development, distribution partnerships, product management, or related commercial roles within SaaS, cloud services, or technology.
- Demonstrated success building and growing strategic business partnerships that drive measurable business results.
- Strong analytical and financial modeling skills with experience evaluating partnership investments and ROI.
- Excellent negotiation, communication, and executive presentation skills.
- Ability to influence cross-functional stakeholders and navigate ambiguity in fast-paced environments.
- Experience leveraging AI and automation tools to improve research, analysis, communication, or workflow efficiency.
- Bachelor's degree or equivalent practical experience.
Preferred Qualifications
- MBA, consulting, or corporate strategy experience.
- Strong understanding of consumer technology ecosystems.
- Experience leading complex cross-functional initiatives across product and commercial organizations.
- Demonstrated success using AI-enabled workflows to improve commercial execution.
Durable Skills
AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:
- Awareness: Understand yourself and others.
- Judgment: Evaluate information and make decisions in complex situations.
- Adaptability: Learn, adjust, and stay effective through change.
- Connection: Communicate, collaborate, and build trust.
To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.
Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2
$162,200—$219,400 USD
US Zone 3
$144,200—$195,000 USD