Dropbox

Dropbox

Business Development Manager, Strategic Partnerships

Remote - US: Select locations · Senior

Sponsorship not specifiedDetected 2 days ago
A/B TestingBusiness DevelopmentNegotiationFinancial ModelingResearchCommunicationAdaptability

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odds of building a lasting career here

40Risky
Cap-exempt (no lottery)0
Sponsors this role90
Entry-level history0
PERM / green-card track0
Lottery odds40
Fits your clock70

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Employer immigration record

from this employer's Department of Labor filings

Green-card filing pattern in this occupation

Context, not a finding about this posting: of this employer's 10 green-card filings in this occupation, 100% were for a worker who already held the job.

Green-card follow-through: 50%

Of 10 labor certifications old enough to have been used, 5 expired without the employer filing the next step. Median time from filing to decision: 497 days.100% of their filings were for a worker who already held the job.Only certifications past the 180-day window are counted — recent ones cannot have expired yet.

Files H-1B transfers

15 transfer filings in the last year, covering 15 workers. Median labor-condition decision: 7 days. An employer that already files transfers is one that can take over an existing H-1B.

Sourced from Department of Labor LCA, PERM and prevailing-wage disclosure data. Employer matching is by name, so figures may be split across an employer's legal entities. Absence of a filing means none appears in our copy of the data, not that none exists.

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About the role

  • 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.
  • 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.
  • 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.

Requirements

  • 5+ years of experience in business development, distribution partnerships, product management, or related commercial roles within SaaS, cloud services, or technology.
  • 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.

Nice to have

  • 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.
  • 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: U nderstand yourself and others.
  • Judgment: E valuat e information and mak e decisions in complex situations.
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This listing is sourced directly from Dropbox's careers page and normalized into a canonical job model.