• Play an integral role in driving the product and platform partnerships strategy by identifying new opportunities for partnerships across Dropbox’s current and future product lines. • Focus on AI/ML partnerships, both inbound (bolstering Dropbox’s products with AI) and outbound (integrating Dropbox in to other AI driven platforms) • Work cross-functionally with Product and Engineering leaders to define priorities and roadmaps and execute on the strategy for partner-led or partner-involved initiatives. Work will include product alignment, business case, negotiations, integration development, GTM plans, and account management. • Build joint business plans with our partners for initiatives, including end-to-end GTM plans as well as a robust set of KPIs, success metrics, joint accountability and governance. • Manage technical and business negotiations, and partner with our legal team to develop and negotiate custom partnership agreements and repeatable templates to scale to broader ecosystem partnerships. • Work cross-functionally and collaborate with all levels of management internally and externally to build and maintain mutually beneficial partnerships.

• Provides Processing and Sales support for loan applications received from Wholesale Loan Brokers. • Works with assigned Account Manager(s) to facilitate the management of the loan applications from submission to closing. • Performs all duties in accordance with the company’s policies and procedures, all US state and federal laws and regulations. • Secures required documentation needed to satisfy the conditions of the loan. • Accurately reviews and understands documentation to ascertain if it will satisfy conditions. • Function as back up to Account Manager(s) by monitoring incoming documents from Broker via email and web platform. • Proactively monitors and makes outbound calls on pipeline to ensure timely funding of loans. • Informs Account Manager and Account Executive about any discrepancies in the loan file. • Appropriately documents loan file as needed with communication to ensure all parties have a running history of events throughout the life of the loan.

• Responsible for building and expanding the Shopware partner ecosystem in France. • Identifying, acquiring and onboarding new digital agencies, system integrators and solution providers (hunting). • Developing and growing existing partner relationships (farming) with a focus on long-term collaboration and revenue growth. • Defining and implementing a scalable partner strategy for the French market. • Responsible for achieving pipeline targets within the partner portfolio. • Enabling partners through structured onboarding, training, joint business planning and continuous performance management. • Executing joint go-to-market initiatives, co-marketing activities and local ecosystem events to increase market awareness and demand.

• Manage and grow a portfolio of existing Software & IT client accounts • Develop strong relationships with IT Managers and technical stakeholders • Identify upsell and cross-sell opportunities within existing accounts • Drive new business through outbound prospecting and warm leads • Conduct discovery calls to understand technical infrastructure and client needs • Present tailored IT and software solutions in a consultative manner • Handle complex sales cycles with multiple decision-makers • Maintain accurate pipeline tracking in CRM systems (HubSpot, Salesforce, etc.) • Collaborate with technical teams to align solutions with client requirements • Meet and exceed monthly and quarterly revenue targets