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Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

The Industry Business Development Team leads strategic partnerships and acquisitions to accelerate growth for our Retail, Agriculture & Manufacturing Services spanning multiple product and AI solutions. In this Senior Business Development Manager role, you’ll be responsible for identifying relevant partnerships, acquisitions and investments; driving business model innovation; and anticipating and executing on partnership opportunities critical to our growth.

Responsibilities

Customer and Partner Focus

• Leverages internal and external network to develop new strategic relationships with senior 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.

• 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.

• 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.

• 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 KPIs 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, 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, Finance, 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, Finance, 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).

• 5+ years' experience in business development OR strategic partner development OR in a technical role that was partner or customer facing (e.g., Product Management, Solutions Architect)

• Experience focused on digital transformation aspects in either Retail, Agriculture or Manufacturing industries including operational improvement and strategy and can demonstrate knowledge of business needs

• Domain expertise in either Retail, Agriculture or Manufacturing industries with breadth and depth of knowledge and engagement leadership experience with an understanding of the business domain expertise and proven experience crafting solutions to address industry-specific processes

• 2+ years of experience working with or supporting cloud technologies

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

Microsoft will accept applications and processes offers for these roles on an ongoing basis.

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Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .