Channel Account Manager Nordic

Company Description

Dropbox is a special place where we are all seeking to fulfill our mission to design a more enlightened way of working. We’re looking for innovative talent to join us on our journey. The words shared by our founders at the start of Dropbox still ring true today. Wouldn’t it be great if our working environment—and the tools we use—were designed with people’s actual needs in mind? Imagine if every minute at work were well spent—if we could focus and spend our time on the things that matter. This is possible, and Dropbox is connecting the dots. The nearly 3,000 Dropboxers around the world have helped make Dropbox a living workspace - the place where people come together and their ideas come to life. Our 700+ million global users have been some of our best salespeople, and they have helped us acquire customers with incredible efficiency. As a result, we reached a billion dollar revenue run rate faster than any software-as-a-service company in history. Dropbox is making the dream of a fulfilling and seamless work life a reality. We hope you’ll join us on the journey.

Team Description

Our Sales and Channel teams share Dropbox Business with companies around the world, helping them understand the power Dropbox has to offer teams at scale. The Sales Strategy team develops insights to assess business performance, and leads initiatives to identify new sources of growth. We work closely with senior sales leaders to develop shared goals, and do the planning and execution necessary to make those goals a reality.

As a Channel Account Manager, you will enable, support and manage a book of Partners to accelerate Dropbox Business and HelloSign adoption across small-to-medium sized business customers, while retaining and expanding the existing customers within your partner book.

We are seeking a seasoned channel professional with partner experience and execution excellence. Dropbox is rapidly growing its partner community so a successful candidate will have experience working with partners one-to-one and in scaled capacity to further accelerate growth. 

• You will be responsible for the delivery of a specific and defined revenue quota
• Own, build, develop and manage the Partner plan for managed book of partners
• Identify key stakeholders to build relationships and credibility within those partner organisations, and help them realise the full potential of Dropbox Business
• Facilitate one-to-one and scaled Partner engagement to train and enable sales teams to bring the best Dropbox experience to their customers
• Lead Partner marketing campaigns in collaboration with partner marketing and other internal stakeholders 
• Establish relationships with the key Distributor personnel to ensure that we build a seamless and effective sales process 
• Work with relevant AR’s and AM's on account mapping and opportunity management where applicable
• Own and drive a structured renewal process for existing customer teams
• Lead the engagement between the wider Dropbox teams with the named partners
• Maintain and execute relationships at all levels of the company and lead the rhythm of the business
• Make every potential Dropbox customer happy with every interaction, being an ambassador for Dropbox and our unique culture at every opportunity
• Develop a thorough understanding of Dropbox products and roadmap 

• Proven experience in channel partnerships (SaaS background preferred)
• Deep understanding of the Collaboration and Work Place Transformation market, as well as the competitive offerings
• Strong analytical, critical thinking and problem solving skills
• Self starter, phenomenal teammate and team player
• Fearless attitude to try new processes and iterate to scale a global sales engine
• Strong propensity to take initiative; thrive on change and ambiguity
• SaaS Sales or Channel Reseller or Distributor experience
• Must have a proven track record in developing businesses with 3rd party organisations and building comprehensive GTM sales plans
• Must have an entrepreneurial mindset towards building a strategic set of partners 
• Must be able to travel up to 35% of the time
• Fluent in Danish, Norwegian or Swedish

Dropbox is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work. A big part of that effort is our support for members and allies of internal groups like Asians at Dropbox, BlackDropboxers, Latinx, Pridebox (LGBTQ), Vets at Dropbox, Women at Dropbox, ATX Diversity (based in Austin, Texas) and the Dropbox Empowerment Network (based in Dublin, Ireland).