Senior Business Development Manager

Partner & Customer Focus

• Leverages internal and external relationships as a trusted advisor to advise complex (e.g., large, high impact) customers and partners on domainexpertiseas a sought-out resource across multiple lines of business, geographies, and cultures, asappropriate. Advises partners and decision makers on the industry and company and provides industryexpertiseinternally and externally.

• Drives customer and partner business initiatives, and contributes to partner's strategy discussions,leveragingknowledge of customer and partner business priorities and/or drivers andanticipatingchanges and actions to drive influence around the product roadmap, prioritization, and proactively guide customer and partner decision making.

Partnership Strategy

• Creates business value propositions based on company, partner, and/or customer needs for a particular product/industry. Drives support and action by influencing internal stakeholders and partners and promoting the value of opportunities.

• Positions the Microsoft value proposition versus competitors and works with stakeholders to influence the build/buy/partner decision to meet customer needs,leveragingknowledge of Microsoft and customer issues in conjunction with product/industry teams toestablisha foundation for future opportunities in competitive situations through collaboration. Provides insightonindustry and/or competitive trends and drives action based on insights.

• Leverages relationships with a diverse set of stakeholders toidentifyandvalidateunique opportunities that cross business areas or target high-priority gaps across technology, product, business, and/or geography. Leverages trends in data to inform decisions across deals. Drivesdealsto increase growth and achieve desired outcomes,anticipatingpotential issues. Provides input into recommendations on partners.

• Formulates partnership strategy for products and businesses with input from relevant stakeholders.Managespipelinebyidentifying, promoting, prioritizing, guiding, and influencing processes that develop anddeliver onpipeline opportunities andoptimizeresources. Prepares information for reporting to key stakeholders, including synthesizing key work for executive consumption.

Negotiation

• Leads deal opportunities across deal stages (e.g., Strategic Approval (SA), Approval to Negotiate (A2N), Final Go-no-go (FGNG)). Resolvesdealissues as an escalation point forless experiencedcolleagues. Establishes best practices and drives process improvements based on learnings across deals.RepresentsMicrosoft in key customer and partnerinteractions, anddefines 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 opportunitiesin order toscale thebusiness (e.g., cross-company, cross-product deals). Provides coaching and support toless experiencedcolleagues as a go-to resource for negotiation.

Deal Management/Governance

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

• Collaborates with customers, 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 customers, partners, and the company. Manages escalations between large partners and customersthrough toresolution. Provides recommendations into decisions to continue/discontinuedeals. Captures and shares learnings to improve future pipeline and business value communication. Course corrects to maximize deal value and preemptively minimize risk.

Additional or Preferred Qualifications

• Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND7+ 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)

• • ORMaster's/Advanced Degree in Business, Sciences, or related field AND5+ years relevant work experience (e.g., investment banking, consulting,corporate strategy, 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).