Senior Business Development Manager

If you have a passion for sustainability, technology, and making a meaningful impact, we have an exciting opportunity for you to make a difference at one of the world’s leading technology companies. Microsoft’s mission is to empower every person and organization on the planet to achieve more. Our Sustainability Industry Business Development team plays a crucial role in fulfilling this mission by working to enable every organization on the planet to build a sustainable and efficient business of the future. 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. 

As a Sustainability Industry Senior Business Development Manager at Microsoft, you will be a key driver of partnership deals that accelerate the growth of our Cloud for Sustainability across various product lines and cross-industry solutions. Your responsibilities will include identifying partnerships, developing strategic partnership strategies, driving business model innovation, and leading the execution of critical partnership agreements. 

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.  

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day. 

Responsibilities

Customer and Partner Focus 

• Leverages internal and external network to develop new strategic relationships with executive business and technical decision makers; develops relationships as a trusted advisor for a particular line of business; provides Sustainability industry insights internally. 
• Articulates the value of Microsoft Cloud for Sustainability (MCfS) 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 Sustainability 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 Sustainbility  industry and competitive trends to drive 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 Microsoft’s technology, product, and/or business..  
• Identifies opportunities and strategy; 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 acro