Steve Dornblaser

Commander
DISC Type : D

Head of Channel Programs, Channel Strategy & Partner Enablement at Dropbox

Boynton Beach, Florida, United States

Overview

Steve Dornblaser is the Head of Channel Programs, Strategy & Partner Enablement at Dropbox, with nearly 20 years of experience in channel operations at firms like Automation Anywhere and Citrix. A graduate of Florida State Universitys College of Business, colleagues highlight his aptitude and team-building skills.

While his personal interests are private, his education at Florida State University suggests a potential affinity for the FSU Seminoles athletic teams. He also holds a certification in Values Driven Leadership, pointing to an interest in ethical management.

Interesting fact: A recommendation noted that even early in his career, he brought a surprising amount of aptitude to his team.

Personality Overview

Impact-Driven

Risk-Taker

Decisive

More than the product, they care about the impact of the product.  They take a lot of pride in personal achievements. They like to move fast and expect the same from others.

Topics They Care About

Channel Strategy
His entire senior career has focused on building and scaling channel strategies for major tech companies like Dropbox, Automation Anywhere, and Citrix.
Partner Enablement
He focuses on reducing complexity for partners, aiming to make doing business with his company "easy, rewarding and profitable. "
AI-Powered Automation
During his time at Automation Anywhere, he shared content on the growing demand for AI-powered automation to drive productivity and improve customer experiences.

Media Appearances

Steve has no verified media appearances

Work History

6-2025
Head of Channel Programs, Channel Strategy & Partner Enablement at Dropbox
10-2021 - 7-2025
Sr. Director, Channel Strategy & Operations at Automation Anywhere
1-2021 - 10-2021
Director, Channel Strategy, Sales & Operations at Citrix at Citrix
10-2020 - 1-2021
Director, Channel Strategy & Sales at Citrix
4-2017 - 10-2020
Sr. Manager Business Intelligence, Analytics & Channel Ops, Channel Sales & Strategy at Citrix

Education

2000 - 2004
Bachelors of Science from Florida State University - College of Business
2000 - 2004
Minor from Florida State University - College of Business

More Information

Social Presence :

Prographics :

Exp : 8 Location : Boynton Beach, Florida, United States Job Level : Mid-senior Designation : Head of Channel Programs, Channel Strategy & Partner Enablement at Dropbox
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Be respectful but crisp
  • Objectively showcase the impact that your product creates

DONT's

  • Avoid being too verbose
  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Steve

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Steve take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Steve

Personality Compatibility


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