Principal, Business Development- Partnerships

WHAT IS BOX? 

Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including AstraZeneca, JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.

By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift.

WHY BOX NEEDS YOU?

The Business Development team drives partnerships and strategic initiatives that play an outsized role in differentiating and scaling Box. We work closely with external partners and across functions to identify, deliver, and manage enterprise-grade partnerships and value-added product integrations, fostering innovation and a vibrant ecosystem. As part of this entrepreneurial and results-oriented team, you will have an opportunity to define game-changing partnerships for Box and the industry.

We are looking for a strategic and execution-focused BD professional to drive high-impact integrations and partnerships with top enterprise software platforms and systems integrators, specifically Salesforce. In this role, you will align closely with cross-functional teams to deliver on our product vision, unlock new go-to-market opportunities, and ensure mutual value for Box, our partners, and our customers. This is a highly cross-functional role that requires a strong mix of strategic thinking, product acumen, customer insight, and partnership execution.

This role will report to the executive responsible for solution and line of business partnerships, including some of our most strategic relationships and integrations (e.g. Salesforce, ServiceNow, Workday, Oracle as examples), and will collaborate closely with Box and partner leaders in business development, product management, engineering, legal, marketing, public relations, and customer-facing organizations.

WHAT YOU’LL DO

• Define & Drive Partnership Strategy: develop and prioritize the partnership strategy aligned with Box’s product roadmap and corporate objectives. Identify key platforms and ecosystems for integration to enhance Box’s value proposition.

• Strategic Planning & Road mapping: develop joint business cases with partners. Define customer requirements and collaborate with internal stakeholders to build product roadmaps that support scalable growth.

• Execute Cross-Functional Integrations: collaborate with Product, Engineering, and Marketing teams to identify use cases, provide build support, and drive GTM/PMM activities from concept to GA for partner integrations.

• Customer & Market Insights: partner with Product and Sales to gather insights from customers and the broader market. Translate these into partnership opportunities that meet real-world needs and deliver joint value.

• Systems Integrator Collaboration: partner with Box Partner Sales team and Global and Systems Integrators (GSIs/SIs) to identify repeatable, industry-specific solutions in verticals such as Financial Services, Life Sciences, and Public Sector.

• Partner Relationship Management: manage and nurture day-to-day relationships with strategic technology partners. Understand their business drivers to uncover new product integration or amplification opportunities.

• Thought Leadership & Market Representation: represent Box at industry events, customer engagements, and external forums. Effectively communicate Box’s product vision and partner strategy to varied audiences.

• Contract & Deal Support: support partnership contract negotiations, working closely with Legal to manage the process from initial discussions through to deal closure.

WHO YOU ARE

Key characteristics for success in this role include (but not limited to):