Senior Business Development Manager

The Business Development and Ventures organization at Microsoft is responsible for driving growth across all Microsoft products by setting corporate strategy and identifying and executing high impact strategic partnerships, corporate venture investments, and acquisitions.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees, we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

• Develops internal and external relationships to establish a network of business and technical decision makers for assigned accounts.
• Develops an understanding of customers, partners business, strategy, and relevant industry trends through research.
• Articulates opportunities for Microsoft to create a business value proposition.
• Researches technology, industry, and competitive trends, and works internally to understand how Microsoft is positioned.
• Works with stakeholders to develop target customer/partner list to close high-priority gaps across technology, product, business, and/or geography.
• Utilizes processes to lead development and maintenance of the pipeline. Identifies actions to lead deal opportunities across deal stages.
• Assists with execution and deal management by communicating and reporting with Microsoft stakeholders.
• Develops post-deal governance and execution plans and develops Key Performance Indicators (KPIs) to demonstrate achieved business value.

• Develops partnership strategies and drives alignment across stakeholder groups.
• Manages and prioritizes the pipeline, guides processes for opportunity development, and optimizes resources. Prepares and synthesizes key information for executive reporting and stakeholder communication.
• Executes and applies value propositions, amending the existing framework as appropriate to create effective partnerships. Influences internal stakeholders and partners and promotes the value of opportunities.
• Positions Microsoft's value proposition against competitors and collaborates with stakeholders to inform build/buy/partner decisions that meet our customer needs. Leverages knowledge of Microsoft, working with product teams to lay groundwork for future opportunities. Provides insights on trends and drives action accordingly.
• Works with various stakeholders to create plans for sourcing deals that address key gaps in technology, product, business, or geography. Identifies and outlines opportunities and strategies, and maps to target partners. Uses quantitative data such as usage and revenue to inform both internal and external decisions. Provides input on recommendations related to potential partners.

• Leads deal opportunities across deal stages (e.g., Strategic Approval, Approval to Negotiate, Final Go-no-go). Resolves deal issues as an escalation point for less experienced colleagues. Establishes best practices and drives process improvements based on learnings across deals.
• Represents Microsoft in key customer and partner interactions and defines the deal structure for scalable and durable solutions to complex business opportunities. Leverages deep understanding of risks, rewards, and negotiation skills to manage broad engagements across all business functions.
• Provides breakthrough ideas and collaborates to close strategic or high-impact opportunities in order to scale the business (e.g., cross-company, cross-product deals).

• Works with internal teams to build strategic relationships and leverage resources. Manages relationships and influence leaders and executives – GM, CVP levels or higher, supporting team members in stakeholder engagement.
• Identifies opportunities to share Microsoft product insights for stakeholders' benefit. Contributes to deal teams by assessing engagement opportunities during investment diligence and supports the development of thesis areas through ongoing stakeholder collaboration.