Channel Programs and Incentives Manager

Responsibilities

Design, operationalize, and scale Partner sales programs and incentive programs that drive measurable outcomes, including channel-sourced revenue growth, partner engagement, and seller productivity.Establish and own clear KPIs and success metrics for channel programs; partner with Analytics to deliver actionable reporting and insights tied to ROI and program effectiveness.Lead the end-to-end operational execution of channel and GTM initiatives, ensuring readiness across systems, processes, enablement, documentation, and communications.Partner with Channel, Sales, and Distribution leadership to evolve the partner seller experience in support of growth targets and strategic priorities.Drive programmatic and systemic improvements that reduce friction, increase scalability, and improve partner and seller adoption.Translate business needs into clear requirements, working closely with Marketing, Product, and Technical teams to enhance tools, systems, and program assets.Collaborate with Field and Channel Marketing to deliver clear, compelling partner-facing and internal communications that increase awareness, adoption, and mindshare.Evaluate the effectiveness of global enablement and engagement programs, using dashboards and performance data to recommend and implement improvements.Build and manage learning paths, regional program cadences, and launch frameworks that support consistent execution across geographies.Support ongoing “run-the-business” operations while continuously improving how channel programs are delivered and measured.Serve as a connective tissue across cross-functional teams—including Marketing, Operations, Product, Strategy, Reporting, Enablement, and Sales Leadership—to ensure alignment and successful launches.

Requirements

4+ years experience in channel programs, channel incentives, channel business operations, and/or strategy operations4+ years in channel program management with at least 6+ years of total experiencePrior channel program and incentives experience with indirect sales/SaaS background  Prior experience in designing successful global partner and incentive programsStrong communicator and relationship builderDesire to work in a fast-paced, challenging and exciting environmentWillingness to support leaders and their teams, Globally in multiple time zones Bachelor’s degree or equivalent work experience Preferred Qualifications Prior experience designing and implementing a partner program with related incentives at a high tech/SaaS SW companyUnderstanding and usage of Salesforce, Tableau and PRM’s preferred CompensationUS Zone 1 This role is not available in Zone 1US Zone 2$143,800—$194,600 USDUS Zone 3$127,800—$173,000 USD

The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change. Please note, OTE are for sales roles only. 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 takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation.  We target most new hire offers between the minimum up to the middle of the range. Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:

• US Zone 1: San Francisco metro, New York City metro, or Seattle metro

• US Zone 2: California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Illinois (Chicago metro), Indiana (Chicago metro), Maryland, Massachusetts, Michigan (Chicago metro), New Hampshire, New Jersey (outside NYC metro), New York (outside NYC metro), Oregon, Pennsylvania (D.C. metro), Pennsylvania (outside NYC or DC metro), Texas (Austin metro) Virginia (DC metro), Washington (outside Seattle metro), Washington DC metro, West Virginia (DC metro), Wisconsin (Chicago metro)

• US Zone 3: All other US locations

  Company Description Dropbox isn’t just a workplace—it’s a living lab for more enlightened ways of working. We're a global community of bold visionaries and resourceful doers who are shaping the future of Dropbox—and with it the future of work. Our Virtual First model combines the autonomy of a distributed workplace with the power of human connection, making space for both meaningful work and meaningful relationships. With our start-up mindset and enterprise-level opportunities, you can be who you are and grow into who you’re meant to be. Here, you can own your impact to make work more intuitive, joyful, and human—for you as a Dropboxer and for hundreds of millions of people worldwide. If you're ready to push boundaries—and yourself— Dropbox is ready for you.

Benefits

Parental benefits including: Parental Leave, Child and Adult Care, Day Care FSA, Fertility Benefits, Adoption and Surrogacy Support, and Lactation Support Access to over 10,000 global co-working spaces through Gable.to, making it easy to book flexible workspaces for collaboration or individual work Quarterly Cell phone and internet allowance Mental health and wellness benefits Disability and neurodivergence support benefits

Additional benefit details are available upon request. Dropbox supports responsible use of AI for preparation, but misrepresentation of skills or experience is not permitted. See our AI philosophy.

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, enABLE, TODOS (Latinx), Pridebox (LGBTQ), Vets at Dropbox, and Women at Dropbox.