现场与合作伙伴营销主管
Head of Field and Partner Marketing
职位描述
Dropbox 正在招聘一位 Field & Partner Marketing 总经理，负责领导我们的全球现场营销和合作伙伴营销团队，并推动我们以销售为导向的增长（SLG）业务和战略合作伙伴生态系统的管道增长。
这位执行级的市场进入（GTM）负责人将负责区域营销策略、基于客户执行、中端到末端的线索生成引擎以及支持全球企业对企业收入增长的合作伙伴营销。虽然我们的 PLG 团队专注于无摩擦、自助交易的客户生命周期，但该负责人将负责销售参与和合作伙伴驱动的完整营销流程。
此职位需要一位出色的策略型运营者，能够协调有针对性的基于客户的营销（ABM）和区域需求生成，同时管理本地化的合作伙伴计划，包括与战略 AI 技术生态系统（ChatGPT、Claude 和 Gemini）的联合营销活动，并支持我们的分销网络。与区域销售和渠道负责人紧密合作，该高管将监督整合的营销活动、联合合作伙伴价值主张、内容策略以及全面的 PLG 到 SLG 客户生命周期计划。
职责
- SLG 与合作伙伴管道责任：负责全球直接现场管道和间接合作伙伴驱动业务的战略愿景和绩效指标（创建、覆盖和加速）。
- 整合需求生成：领导整合营销团队，设计并部署高度优化的中端和末端线索获取活动，有效推动潜在客户通过销售管道。
- 内容与客户活动：监督上游活动团队，提供有说服力的内容框架和高影响力的客户营销活动，推动售后参与、采用率、品牌倡导和净收入留存率（NRR）。
- 合作伙伴联盟与联合营销：与战略 AI 和生产力生态系统合作伙伴（包括 ChatGPT、Claude、Gemini）开发和执行高影响力的联合营销计划。打造具有吸引力的价值主张，将 Dropbox 定位为现代工作流程的核心内容层。
- 分销与渠道支持：监督通过 Dropbox 分销网络和云市场进行的营销策略，以支持我们的增量渠道收入。
- 基于客户的营销（ABM）策略：建立、扩展并制度化 Dropbox 的 ABM 框架。定义客户选择，联系
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Role Description
Dropbox is hiring a Head of Field & Partner Marketing to lead our global field and partner marketing organization and drive pipeline growth across our Sales-Led Growth (SLG) business and strategic partner ecosystem.
This executive Go-To-Market (GTM) leader will own the regional marketing strategy, account-based execution, mid-to-bottom funnel demand engines, and partner marketing required to scale business-to-business revenue globally. While our PLG team focuses on the frictionless, self-serve transactional customer lifecycle, this leader owns the end-to-end marketing journey for sales-engaged and partner-led motions.
This role requires an exceptional strategic operator who can orchestrate targeted account-based marketing (ABM) and regional demand generation alongside localized partner programs—including managing co-marketing initiatives with strategic AI technology ecosystems (ChatGPT, Claude, and Gemini) and supporting our distribution networks. Partnering closely with regional Sales and Channel leaders, this executive will oversee integrated campaigns, joint partner value propositions, content strategies, and comprehensive PLG to SLG customer lifecycle initiatives.
Responsibilities
- SLG & Partner Pipeline Accountability: Own the strategic vision and performance metrics (creation, coverage, and acceleration) for both direct field pipeline and indirect partner-led business globally.
- Integrated Demand Generation: Lead the Integrated Marketing team to design and deploy highly optimized mid- and bottom-funnel acquisition campaigns that move prospects effectively through the sales pipeline.
- Content & Customer Campaigns: Oversee the upstream Campaigns team to deliver compelling content frameworks and high-impact customer marketing initiatives that drive post-sale engagement, adoption, brand advocacy, and net revenue retention (NRR).
- Partner Alliance & Co-Marketing: Develop and execute high-impact joint marketing programs with strategic AI and productivity ecosystem partners (including ChatGPT, Claude, Gemini). Build compelling value propositions that position Dropbox as the core content layer for modern workflows.
- Distribution & Channel Support: Oversee marketing strategies to and through Dropbox’s distribution networks and cloud marketplaces to support our incremental channel revenue stream.
- Account-Based Marketing (ABM) Strategy: Build, scale, and institutionalize Dropbox’s ABM framework. Define account selection, tiering, multi-channel orchestration, and tailored campaigns for high-value corporate and mid-market accounts.
- PLG-to-SLG Monetization: Partner closely with the PLG Digital Marketing and Product teams to identify accounts with high existing self-serve usage, triggering targeted field and partner campaigns to convert them into larger team or corporate agreements.
- Sales & Partner Architecture Interlock: Establish trusted partnerships with regional Sales VPs and the Alliance organization to align on territory strategies, partner incentives, target account lists, and quarterly outbound cadences.
- Experiential & Executive Engagement: Oversee the global portfolio of regional field events, proprietary customer advisory boards (CABs), executive roundtable programs, and major industry tech activations.
- Team Leadership & Org Design: Manage, mentor, and scale a multi-disciplinary, globally distributed team spanning four core functions: Integrated Marketing (mid/bottom funnel demand), Regional Field Marketing, Partner/Channel Marketing, and Campaigns (Content & Customer Marketing). Foster a high-performance culture tied directly to pipeline health and business outcomes.
Requirements
- 10+ years of B2B marketing experience with increasing leadership responsibility spanning field marketing, partner/channel marketing, and demand generation.
- 5+ years of experience leading, scaling, and managing multi-disciplinary marketing teams, including direct oversight of demand generation, content/creative production, or customer marketing functions.
- Ecosystem & Tech Alliance Experience: Proven track record of managing joint marketing programs with major technology platforms, SaaS alliances, or AI ecosystems.
- Sales Alignment: Experience partnering directly with Sales VPs, directors, and external partner leadership in a multi-tiered GTM environment.
- B2B Funnel Mastery: Deep understanding of multi-month B2B sales cycles, buying committees, account progression, and revenue attribution models.
- Data-Driven Mindset: Strong analytical orientation with hands-on experience using pipeline metrics, win rates, funnel velocity, and ROI modeling to drive investment decisions.
Preferred Qualifications
- Hybrid GTM Experience: Proven success working within a hybrid B2B model, specifically leveraging product-led metrics (PQLs, active usage) to fuel sales pipelines and partner co-selling.
- Global Scale: Experience supporting multi-region sales and partner organizations, with a strong ability to balance global consistency with local market nuances.
- MarTech/SalesTech Fluency: Familiarity with modern business tech stacks (PRM/Partner Relationship Management systems, CRM, MAP, and ABM/intent data platforms).
- AI & Cloud Market Fluency: Strong understanding of the modern AI landscape, developer tool ecosystems, and cloud productivity paradigms.
- Executive Presence: Exceptional communication and presentation skills, with the ability to confidently command attention and influence internal leadership and external clients/partners.
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
$247,900—$335,300 USD
US Zone 3
$220,300—$298,100 USD