Senior Business Development Manager

Microsoft is seeking a Senior Business Development Manager to build and maintain strategic relationships and drive deal opportunities across their lifecycle. Based in Redmond, WA (onsite), this role combines partnership strategy, deal leadership, and product insight to help shape execution plans and inform future opportunities.

What you’ll do

• Collaborate with customers, partners, and internal teams to develop post-deal governance, supporting design, communication, and alignment for execution plans across a portfolio of deals within a domain.
• Ensure customers and partners are prepared for implementation.
• Develop KPIs that demonstrate achieved business value.
• Troubleshoot complex issues and course correct as appropriate.
• Articulate alternatives to blockers across a body of deals to support consistent negotiation policy and scalable resolutions.
• Create plans for managing deals, including communications and reporting with Microsoft stakeholders, embedding security-first thinking into relevant deal management activities.
• Resolve blocking issues using known techniques and apply repeatable approaches.
• Create practices that enable partners to influence the product.
• Progress product improvement by collecting, collating, and triaging partner feedback to identify gaps and areas of opportunity within products.
• Improve operations of existing programs by using industry methodology and innovation, assessing scenarios, and selecting the optimal path to resolve complex program issues.
• Identify and scope opportunities to build new programs or improve existing ones, including independently providing feedback to support process improvements.
• Use root-cause analysis to define program strategy, gather requirements, determine resource needs, create the project plan and targets, and align across teams on the plan of record.
• Cultivate strategic relationships and leverage internal resources by collaborating with internal teams and business units.
• Manage and cultivate relationships with internal leaders and build executive relationships (including Sr. Directors and GM-level), while supporting other team members in stakeholder engagement.
• Identify and organize repeatable opportunities to share signals on Microsoft products and services that benefit internal stakeholders.
• Act as a key member of the deal team, assess engagement opportunities for Microsoft during investment diligence, and contribute to maintaining existing thesis areas over time.
• Lead deal opportunities across stages including Strategic Approval (SA), Approval to Negotiate (A2N), and Final Go-no-go (FGNG).
• Represent Microsoft in key customer and partner interactions and recommend deal structures, using experience to articulate key deal terms.
• Collaborate proactively to close opportunities and scale the business, including identifying opportunities for customized approaches.
• Identify negotiation scenarios and manage executive escalations.
• Manage stakeholders to gain consensus and ensure internal alignment.
• Articulate Microsoft’s value proposition in the context of customer perspective and priorities, anticipate changes, and influence decision-making and opportunities that impact the product roadmap.
• Leverage internal and external networks to build new strategic relationships with senior business and technical decision makers.
• Develop trusted-advisor relationships for a particular line of business, providing industry insights internally with emphasis on security trends and best practices relevant to the industry.
• Position Microsoft versus competitors and work with stakeholders to influence build/buy/partner decisions to meet customer needs, leveraging knowledge including secure-by-design and secure-by-default principles alongside customer issues and product/industry teams.
• Provide insight on industry and/or market trends and drive action based on those insights.
• Formulate partnership strategy for products and businesses with input from relevant stakeholders.
• Manage pipeline by identifying, promoting, prioritizing, guiding, and influencing processes that develop and deliver pipeline opportunities while optimizing resources; prepare reporting information for key stakeholders and identify key stakeholders for reporting.
• Prepare reporting inputs for executives by synthesizing key work for executive consumption.
• Execute and apply value propositions, amending the framework as appropriate to create partnerships with customers and partners.
• Influence internal stakeholders and partners and promote the value of opportunities.
• Collaborate with a diverse set of stakeholders to develop plans to source deals targeting high-priority gaps across technology, product, business, and/or geography.
• Identify opportunities and strategy and map target customers and partners.
• Use quantitative data (such as usage and revenue) to inform internal and external decisions.
• Provide input into recommendations on partners.

Compensation and location

• Location: Redmond, WA (onsite)
• Salary: USD 106,400 - 222,600 per year

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.
• Bachelor’s Degree in Business, Liberal Arts, Sciences, or related field AND 7+ years relevant work experience (examples include 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 (examples include those listed above).
• 6+ years experience in the technology industry OR in a technical role (e.g., IT, Engineering).

Education

• Bachelor’s Degree in Business, Liberal Arts, Sciences, or related field