Distribution Sales Manager

Role Description

The Regional Distribution Sales Manager is responsible for driving revenue growth and fostering strategic partnerships with distributors within the assigned region. This role focuses on executing scalable programs, building strategic relationships, and enabling sales teams to maximize the impact of Dropbox business solutions. 

The ideal candidate will bring deep expertise in distribution partnerships, SaaS ecosystems, and Go-To-Market (GTM) strategies, combined with strong analytical, critical thinking and problem solving skills.

Responsibilities

• Identify, recruit, and onboard through distributor channels, ensuring they are fully enabled to drive Dropbox adoption.
• Develop scalable programs to assist distributor sales teams in identifying and nurturing high-potential partners while providing sales support to close deals when needed.
• Own, develop, and execute a regional Distribution Plan aligned with the company’s growth strategy, ensuring key KPIs for partner engagement and revenue growth are met.
• Build and implement programs to identify and develop high-value partnerships within the SMB and Mid-Market (MM) segments.
• Conduct training initiatives and scaled engagement activities to equip distributor sales teams with the tools needed to position Dropbox solutions effectively.
• Collaborate with Distribution Marketing to lead field marketing events, trade shows, and partner engagement initiatives, driving brand awareness and adoption.
• Act as a strategic liaison between Dropbox and key distributor stakeholders, maintaining executive relationships and ensuring seamless collaboration.
• Own a defined revenue quota, leverage structured sales methodologies, and stay informed on Dropbox’s product roadmap to drive business growth.

Requirements

• Proven previous experience in distribution partnerships 
• Experience of building a comprehensive programs via a distribution network  
• 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 
• Strong propensity to take initiative; thrive on change and ambiguity
• Have an entrepreneurial mindset towards building a strategic set of partners 
• Project management and a build mentality 
• Ability to hold strong relationships across multiple countries 

Preferred Qualifications

• Start up experience / knowledge 
• Have experience in working with Cloud Marketplace platforms
• Demonstrate growth across SaaS solutions 

Compensation