Partner, Channel Strategy and Programs - Dropbox

Role Description

The Partner Growth Specialist bridges the gap between high-level strategy and actionable insights, ensuring that our partner ecosystem is both a growth engine and a profitable channel.

The Partner Growth Specialist plays a critical role in accelerating the success and profitability of our channel ecosystem. This individual combines strategic acumen, data-driven decision-making, and collaborative execution to unlock growth opportunities with our most important partners. By leveraging performance insights and fostering joint go-to-market initiatives, the Partner Growth Specialist ensures partners are aligned with company objectives while driving mutual revenue growth. This individual will also assess partner profitability and identify areas for improvement to maximize ROI from the channel.

Responsibilities

• Work directly with high-potential partners and Partner/Disti Sales Managers to identify revenue and sales growth opportunities.
• Collaborate on joint business plans and GTM program initiatives tailored to specific partner and market challenges for Top 20 Partners.
• Analyze partner performance trends and recommend actions to maximize ROI, integrating key insights into executive QBRs and GSC Business Reviews
• Serve as a bridge between the Partner Success Manager and Channel Reporting Lead to ensure data insights translate into actionable strategies
• Triangulate growth and risk trends with regional sales leaders, PxMs weekly, monthly, quarterly
• Run Partner QBRs with PSMs, DSMs on priority partners, orchestrating requirements and insights with proposed programmatic solutions​.
• Recommend and monitor key performance indicators (KPIs) for channel activities, providing regular performance updates and insights to the executive leadership team.
• Implement data-driven strategies to continuously improve channel effectiveness and efficiency.
• Analyze partner sales pipelines and identify ways to accelerate deal cycles.
• Work with internal teams (sales, marketing, and enablement) to create joint GTM campaigns, incentives, and co-marketing opportunities.
• Collaborate with the Channel Reporting Lead to create dashboards showing partner performance trends (e.g., revenue contribution, deal velocity, customer lifetime value).
• Use data to identify opportunities for upselling, cross-selling, or capturing new customer segments through partners.
• Regularly evaluate partner profitability by analyzing cost-to-serve, incentives, and deal margins.
• Collaborate with the finance and Channel Strategy and Programs team (CSP) to model ROI for partner programs, considering factors like deal size, product mix, and retention rates.
• Provide recommendations to restructure incentive programs or terminate underperforming partnerships.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field.
• At least 5 years of experience in channel programs, partner management, or related roles in the SaaS or technology industry.
• Strong project management skills with the ability to work independently on complex initiatives.
• Experience working with partner ecosystems, including resellers, distributors, and technology alliances.
• Strong analytical skills and ability to translate data insights into actionable improvements.
• Excellent communication and collaboration skills in a cross-functional environment.

Preferred Qualifications

• Experience working with channel partners (distis, resellers, VARs, MSPs, OEMs, etc).
• Familiarity with distribution strategies and scaling partner programs globally.
• Knowledge of incentive structures and partner engagement strategies.
• Ability to manage multiple stakeholders and drive cross-functional initiatives.
• Experience working in a fast-paced, matrixed organization with evolving priorities.

Compensation

Last updated: 1 hours ago