Senior Business Development Manager - Service

Responsibilities

Customer and Partner Focus

• Leverages internal and external network to develop new strategic relationships with business and technical decision makers; develops relationships as a trusted advisor for a particular line of business; provides industry insights internally.
• Articulates the value of Microsoft solutions in the context of the customer's perspective, leveraging knowledge of customer and partner business priorities and/or drivers and anticipating changes and actions to influence decision making, identify opportunities, and influence the product roadmap.

Partnership Strategy

• Executes and applies value propositions, amending the framework as appropriate to create a partnerships with customers and partners. Influences internal stakeholders and partners and promotes the value of opportunities.
• Identifies and collaborates with a diverse set of stakeholders to develop plans to source deals that target high-priority gaps across technology, product, business, and/or geography. Identifies opportunities and strategy and maps target customers/partners; utilizes quantitative data (e.g., usage, revenue) to inform internal and external decisions; provides input into recommendations on partners.
• Positions the Microsoft value proposition versus competitors and works with stakeholders to influence product roadmap to meet customer needs, leveraging knowledge of Microsoft and customer issues in conjunction with product/industry teams to establish a foundation for future opportunities in competitive situations through collaboration. Provides insight on industry and/or competitive trends and drives action based on insights.
• Builds and shares pipeline plans. Manages pipeline by identifying and promoting prioritizing, guiding, influencing processes that develop and deliver on pipeline opportunities and optimize resources to better deliver including preparing information for reporting to key stakeholders, identifying key stakeholders and reporting.

Negotiation

• Leads deal opportunities across deal stages (e.g., Strategic Approval (SA), Approval to Negotiate (A2N), Final Go-no-go (FGNG)) Represents Microsoft in key customer and partner interactions and recommends deal structures, leveraging experience to articulate key deal terms. Collaborates proactively to close opportunities and scale the business. Identifies opportunities for customized approaches. Identifies negotiation scenarios and manages executive escalations. Manages stakeholders to gain consensus and ensure internal alignment.

Deal Management/Governance

• Develops plans for managing deals, including communications and reporting with Microsoft stakeholders. Resolves blocking issues using known techniques.
• Collaborates with customers, partners, and Microsoft colleagues to develop post-deal governance and ensure design, communication, and alignment in creation and implementation of execution plans across a portfolio of deals within a particular domain; ensures customers and partners are prepared for implementation. Develops Key Performance Indicators to demonstrate achieved business value. Troubleshoots complex issues and course corrects as appropriate. Articulates alternatives to blockers across a body of deals to develop consistent deal negotiation policy and drive application of scalable resolutions.

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, corporate strategy, venture capital, legal, business development)
  • OR equivalent experience.
• OR equivalent experience.

Additional or Preferred Qualifications

• OR equivalent experience.
• OR Master's/Advanced Degree in Business, Sciences, or related field and 5+ years relevant work experience (e.g., investment banking, consulting, finance, corporate strategy, venture capital, legal, business development)
• 6+ years experience in the technology industry OR in a technical role (e.g., IT, Engineering).
• Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 7+ years relevant work experience (e.g., investment banking, consulting, finance, corporate strategy, venture capital, legal, business development)
  • OR Master's/Advanced Degree in Business, Sciences, or related field and 5+ years relevant work experience (e.g., investment banking, consulting, finance, corporate strategy, venture capital, legal, business development)
  • OR equivalent experience.

Business Development IC4 - The typical base pay range for this role across the U.S. is USD $101,200 - $194,800 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 $130,000 - $213,200 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