Overview

The Microsoft Security Business Development team is responsible for strategic alliances, new partnership opportunity identification, and inorganic growth initiatives (including Mergers & Acquisitions) for Microsoft’s Security offerings. We drive impact through forging industry-leading partnerships, the evaluation of opportunities that accelerate Microsoft’s Security business, and tracking industry innovation and market developments.  As a team, we hold ourselves accountable to use data, customer signal, and best practices to drive clarity on strategy, product plans, and partnerships.  

As a Senior Business Development Manager, you will work closely with executive members of the Business Development, and Ventures (BDV) and Microsoft Security organizations to identify how Microsoft can accelerate AI and Data Security through development of an end-to-end platform, extending value for Microsoft’s partner ecosystem for better-together customer value. You will also work cross-company with Product, Marketing, Finance, Corporate Development, Legal, and other stakeholders to ensure a disciplined and executable plan is delivered. This is a critical and fast-paced role with high impact and direct executive visibility. 

Responsibilities

Partnership Strategy 

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. Leverages knowledge of Microsoft and relevant Data Security and AI Security issues, working with product teams to lay groundwork for future opportunities. Provides insights on Data and AI Security market 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.

Negotiation 

Leads deal opportunities across deal stages (e.g., Strategic Approval (SA), Approval to Negotiate (A2N), Final Go-no-go (FGNG)). 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).

Stakeholders’ Management 

Works with internal teams to build strategic relationships and leverage resources. Manages relationships and influences 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.

Deal Management/Governance 

Develops and implements plans for managing deals with workback schedules, key milestones, communications, and reporting.

Collaborates with partners and Microsoft colleagues to develop post-deal governance and oversee the creation and implementation of execution plans across a portfolio of deals within domains, industries, and/or geographies.

Demonstrates achieved implementation and high-impact business value (e.g., executive level recognition) for partners, and the company.

Manages escalations between large partners through to resolution. Provides recommendations into decisions to continue/discontinue deals. Captures and shares learnings to improve future pipeline and business value communication. Course corrects to maximize deal value and preemptively minimize risk.

Develops and executes plans for deal management, including schedules, milestones, communication, and reporting.

Works with partners and Microsoft teams to establish post-deal governance and oversee implementation across deals in various domains and regions.

Demonstrates value through successful execution and recognition at executive levels.

Handles escalations to resolution, advises on deal continuation, shares insights for future improvements, and adjusts strategies to maximize value and minimize risk.

Other 

Embody our culture and values.

Qualifications

Required/minimum qualifications 

Bachelor’s degree in business, Liberal Arts, Sciences, or related field AND 5+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field)
- OR equivalent experience.

Additional or preferred qualifications 

Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 7+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field)
- OR Master's/Advanced Degree in Business, Sciences, or related field AND 5+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field)
- OR equivalent experience.

6+ years’ experience in the technology industry OR in a technical role (e.g., IT, Engineering).

#BD&V

Business Development IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $137,600 - $222,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.