Distribution Business Development – Telco Partnerships


Role Description

Dropbox is looking for a senior leader to drive the creation of a new telco distribution channel for Dropbox, end-to-end. We believe there's a $100M+ opportunity in having Dropbox services resold, bundled, and/or otherwise distributed via telcos. We want you to develop the strategy, pitch it to leading telcos, stand the initial partnerships up, and prove out this hypothesis, so we can make the appropriate investments to grow it to become the nine-figure opportunity it deserves to be.

You should know the space really well, have a rolodex of contacts you can call on, and most importantly, have the 0-to-1 mentality and drive to make something happen where it didn't already exist. You've got to have strategic vision and then the gusto, salesperson-ship, persistence, and grit to make it a reality. We're looking for someone who knows how to make magic happen.

We already have most of the distribution APIs you'd need to do this. You'll also already have a senior-level operations manager to help you stand the initial partnerships up, and we've got a product suite that should be very attractive to telcos. Specifically, while you likely only think of Dropbox as File, Sync, and Share (FSS), we have expanded into a robust suite of tools that are extremely attractive to our large consumer, prosumer, and SMB customer base, including: e-Signature, Backup and Restore, Password Management, Screen Recording, Large File Delivery, Universal Search, and so much more!

We provide a very competitive comp and benefits package and are a virtual-first company, meaning you get to work from anywhere. If you can deliver on the above objectives, we can compensate you well and provide an excellent lifestyle.


  • Develop an overall guiding strategy for this channel
  • Identify high-impact, seven-figure+ revenue-driving partnerships with global Telco companies. You will be held accountable for closing deals within a reasonable timeframe that drive an appropriate amount of revenue, i.e. your performance will be judged on impact not activity
  • Hustle to creatively pitch partners on the 1+1=3 opportunity and drive home the Dropbox value proposition
  • Engage with senior executive-level contacts with key partners and leverage C-level support to drive success
  • Formulate innovative deal terms that acquire, engage, and monetize customers at scale, while reinforcing Dropbox’s position as a market leader
  • Propose partner product integrations within workflows to improve product utility, and effectively engage users with the Dropbox value proposition
  • Lead contract negotiations with partners, finding creative solutions to complex problems while maximizing strategic and revenue benefits
  • Work effectively internally across product, engineering, finance, legal, marketing, and other key stakeholders to build support for projects, while balancing internal dependencies necessary for execution


  • 10+ years of experience in Telco business development driving user and revenue growth via partnerships (previously growing a Telco vertical from 0 →1 with global Telcos/Carriers is a big plus)
  • Ability to set clear strategic direction and then execute against that vision
  • Executive presence with exceptional presentation and communication skills; the ability to distill complex issues into structured frameworks and concrete plans
  • Highly analytical with the ability to consume, process and transform large data sets into actionable insights
  • Experience working with complex financial models, understanding the various inputs that influence ROI and incorporating those insights into deal planning
  • Familiarity with a variety of deal structures and ability to review and analyze complex contracts; creative deal making abilities
  • Strong organizational, time management, and prioritization skills with great attention to detail; flexibility to accommodate global partners in different time zones
  • Ability to thrive in a fast-paced environment, comfort with ambiguity, and excellent interpersonal skills with an entrepreneurial spirit and sense of humor
  • Masters in Business Administration (MBA) – Consulting background strongly preferred

Total Rewards

For candidates hired in Colorado, the expected salary/On-Target Earnings (OTE) range for the role is $191,900 – $225,800 – $259,700.
This salary/OTE range represents the low, middle, and high end of the salary or OTE (Sales roles) range for this position, and is subject to change. To determine a Dropboxer’s starting pay we carefully consider a variety of factors, including primary work location and an evaluation of a candidate’s skills, experience, market demands, and internal parity. This position may be considered a promotional opportunity
Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).
Dropbox is committed to investing in the holistic health and wellbeing of all Dropboxers and their families.  Our benefits and perks programs include, but are not limited to: 
  • Competitive medical, dental and vision coverage
  • (US Only) Competitive 401(k) Plan with a generous company match and immediate vesting
  • Flexible Time Off/Paid Time Off, paid holidays, 11 Company-wide PTO days, Volunteer time off and more
  • Protection Plans including; Life Insurance, Disability Insurance and Travel benefit plans
  • Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food & groceries, and much more
  • Parental benefits including; Parental Leave, Child and Adult Care, Day Care FSA (US Only), Fertility Benefits (US Only), Adoption and Surrogacy support and Lactation Support  
  • Mental Health and Wellness benefits 
  • Free Dropbox space for your friends and family

Additional benefits details are available upon request.

Dropbox is in the process of updating our technology to provide pay ranges in New York City based on the recent amendments to the New York City Human Rights Law (NYCHRL). If you are based in NYC and have any questions about the pay range for this role, please contact paytransparency@ and provide your name and the job title to which you are interested in applying.