Channel Programs and Incentives Manager
DocSend
Dropbox is a Virtual First company. For this role, we are currently only authorized to hire candidates from the following provinces: Alberta, British Columbia, Ontario, and Saskatchewan.
Role Description
We’re looking for an experienced Business Operations / Program Operations leader with a strong track record of building, scaling, and optimizing channel programs that drive measurable business impact. This role will own and evolve key components of the end-to-end partner experience, with a focus on accelerating channel-sourced revenue, increasing partner engagement and mindshare, and delivering clear ROI from program investments.
Aligned to the Commercial Strategy & Operations (CSO) organization and partnering closely with Global Sales and Channel Leadership, this role will be responsible for designing, operationalizing, and scaling channel sales programs and GTM initiatives. You will define success metrics, establish operational rigor, and continuously improve programs based on performance and partner feedback.
This role sits at the intersection of strategy, execution, and enablement—driving the operating cadence of the Channel business, aligning cross-functional teams, and ensuring programs are built to scale globally. You’ll work extensively with leaders across Sales, Channel, Marketing, Product, Enablement, Analytics, and Systems, translating strategy into durable processes and programs that unlock growth through the partner ecosystem.
We’re looking for someone with an ownership mindset, deep passion for Channel and Partner routes to market, and the ability to lead change at scale—turning complexity into clarity and programs into results as we continue to expand our ecosystem and partner engagement model.
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 operations
- 4+ years in channel program management with at least 6+ years of total experience
- Prior channel program and incentives experience with indirect sales/SaaS background
- Prior experience in designing successful global partner and incentive programs
- Strong communicator and relationship builder
- Desire to work in a fast-paced, challenging and exciting environment
- Willingness 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 company
- Understanding and usage of Salesforce, Tableau and PRM’s preferred
Compensation
The range listed above is the expected annual salary/OTE for this role, subject to change.
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).
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
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*
- Retirement savings through a defined contribution pension or savings plan**
- Flexible PTO/Paid Time Off, paid holidays, Volunteer Time Off, and more, allowing you time to unplug, unwind, and refresh
- Income Protection Plans: Life and disability insurance*
- Business Travel Protection: Travel medical and accident insurance*
- Perks Allowance to be used on what matters most to you, whether that’s wellness, learning and development, food and groceries, and much more
- Parental benefits including: Parental Leave, Fertility Benefits, Adoptions and Surrogacy support, and Lactation support
- Mental health and wellness benefits
Additional benefits details are available upon request.
*Where group plans are not available, allowances may be provided
**Benefit, amount, and type are dependent on geographical location, based upon applicable law or company policy
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