Go-to-Market Program Manager

The Go-to-Market (GTM) Programs pillar within the Commercial Center of Excellence (CoE) is chartered with establishing frameworks and driving top priority revenue impacting programs across Dropbox’s product and sales led growth motions to scale our go-to-market (GTM) with our customers’ needs.  The GTM Programs pillar is also accountable for developing change management processes and playbooks for use by other Dropbox team members to scale GTM program management capacity and delivery predictability.

As a senior GTM Program Manager you will play a crucial role in structuring and driving highly cross functional, top priority business revenue generating programs that span our full go-to-market (across product and sales led growth).  These programs align to Dropbox’s company level strategy, Objectives and Key Results (OKRs) and provide substantial exposure to our most critical revenue generating initiatives and opportunity to solve for the needs of Dropbox’s hundreds of millions of customers and prospects. 

• Research and strategize considerations to business questions (e.g. should we monetize ‘x’ users, how might we apply sales assisted touch to self serve purchased customers) culminating in a recommendation for approval
• Propose, design and evolve global customer centric and revenue impacting processes that align to an integrated GTM mission (to scale our GTM motions with our customers’ needs across product and sales led growth)
• Define process KPIs, measurement mechanisms, and metric monitoring approaches
• Monitor and iterate on process design as needed
• Define success criteria, lead and coordinate efforts with cross-functional teams, manage schedules and risks and own the KPI reporting for each program
• Plan and manage program to scale organization impact on revenue (e.g. setting up experiments, testing, and training efforts)
• Develop and maintain an excellent understanding of the various Dropbox GTM motions and variability by products and customer profiles
• Develop and maintain excellent understanding of the business across all routes to market to support organizational goals and business metrics
• Analyze GTM integration gaps and document them across the global org to prioritize programs, assess overall scope of work and advise GTM leadership on key improvements
• Plan and execute effective communication on different levels (sponsorship ask, influencing stakeholders, perform change management, etc.)

• Lead programs cross-functionally across business areas to drive strategic initiatives forward with other Dbx teams & stakeholders, including internal teams such as EPD, Data Science, CX, ITS, GTM, Comms, Executive/Staff teams and external partners, vendors)
• Drive global program governance, decision making, and information dissemination 
• Drive the prioritized programs and identify sub projects that may need delegation / ownership by other teams as needed to achieve completion (following agile methodologies) and execute change management to support
• Document program management and delivery methodologies and develop repeatable playbooks for reoccurring program needs (e.g.  pricing & packaging changes, new / changes commercial product introductions, etc) based on programs for other teams to utilize 

• Analyze BI / data science models to uncover statistically significant metrics or trends that have a direct impact to integrated GTM opportunities
• Support Marketing and Enablement teams to craft and review messaging for training and communication materials; provide SME support to enablement delivery session(s) (not as primary delivery)
• Own creation and documentation of executive briefing docs, program stakeholder feedback, and resulting next steps
• Own scheduling and further operational cadence of program maintenance
• Support measurement of direct impact of the org via shared KPI goals and definitions

• Proven project management with executive stakeholders experience across multiple functions (ability to ideate, build strategy, execute and validate (program manage start to finish))
• Experience delivering projects or programs within go-to-market functions (i.e. sales, partnerships, marketing, customer operations / success / experience) 
• Executive presence and comfortable presenting to executives/Staff
• Understanding of go-to-market functions and associated dependencies (e.g. data, process, tools / technology) that encompass a successful GTM
• Change management and / or transformational project and program management experience