Emerging Partner Sales Manager
DropboxJob Summary
We are seeking a strategic Partner Sales Manager to identify, recruit, and nurture high-value partnerships that drive business growth. The ideal candidate will assess partners' willingness and ability to drive new business, facilitate joint go-to-market planning, and negotiate partnership agreements that align with company objectives. This role involves evaluating potential partners based on market fit and growth potential, executing engagement tactics, and managing the full partner lifecycle from recruitment to activation. The Partner Sales Manager will build and nurture relationships with partners and SIs, understanding their business needs and aligning them with the company's offerings. With a strong track record of meeting sales objectives and prior IT Selling experience, this role is ideal for a results-driven professional looking to drive growth through strategic partnerships.
Role Description
We are seeking a strategic and results-driven Partner Sales Manager to identify, recruit, and nurture high-value partnerships that drive business growth. This role involves evaluating potential partners based on market fit and growth potential, executing engagement tactics, and managing the full partner lifecycle from recruitment to activation. The ideal candidate will assess partners' willingness and ability to drive new business, facilitate joint go-to-market (GTM) planning, and negotiate partnership agreements that align with company objectives. Additionally, they will oversee onboarding, enablement, and ongoing relationship management to ensure active participation in co-development initiatives and revenue-generating activities.
Responsibilities
Identify and evaluate potential partners based on strategic fit, market presence, and growth potential
Build and execute engagement tactics to recruit ideal partners alongside Partner program Enablement & Marketing
Assess partners willingness and ability to drive new growth
Manage partner progression through recruitment, onboarding, and activation
Build and nurture relationships with partners and SIs, understanding their business needs and aligning them with the company's offerings; ensuring active participation in program and solution co-development
Drive joint GTM planning working sessions and deliverables alongside partner
Negotiate partnership agreements, ensuring alignment of goals, responsibilities, and terms
Perform onboarding activities; enable and activate partners to the point of regularly occurring transactions
Requirements
5+ years of Channel Sales experience in a closing role
Strong track record of meeting sales objectives such as quotas, KPI/OKR’s and other productivity metrics
Strong SaaS, Technical and Commercial acumen
Prior IT Selling experience
Strong negotiation and prospecting skills
Bachelor's Degree or equivalent required
Capability to work in a Virtual First environment
Ability to synthesize information and proactively build a plan of attack
Strong cross-functional collaborator who works well in a team setting
Preferred Qualifications
Experience scaling new partnerships from start to consistent revenue production
Experience selling AI focused solutions via the Channel
Executive Presence - ability to align with senior/executive level leadership and create and operate with equal business stature
