Business Development Manager - Modern Work Ecosystem

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.

We are currently looking for a Business Development Manager - Modern Work Ecosystem to join our Organization. At Microsoft, this role is responsible for driving growth across all Microsoft products by setting corporate strategy and identifying and executing impactful strategic partnerships, corporate venture investments, and acquisitions.

The Modern Work Business Development team is responsible for strategic partnerships, opportunity identification, and growth initiatives across Microsoft’s Modern Work portfolio. This team is also responsible for ecosystem development across M365 Copilot, Microsoft Teams, and Microsoft Frontline Worker products.

This role will focus on shaping our partner strategy and securing key partnerships to deliver more customer and platform value and increase the level of quality and supply of Third-party experiences on M365 platforms, specifically M365 Copilot and Frontline Worker. This individual will work in close collaboration with Engineering, Finance and Marketing teams.   

The role joins at an exciting time as we continue to scale our M365 Copilot product in the second year of the AI transformation. Copilot extensibility and building a differentiated ecosystem will be critical to our success. 

Responsibilities

Partnership Strategy

• Researches technology, industry, and competitive trends, and works internally to understand how Microsoft is positioned. Shares research and insights with team and identifies actions based on insights.
• Utilizes processes to lead development and maintenance of the pipeline. Prepares information for reporting to key stakeholders.
• Works with stakeholders to develop target customer/partner list to close 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.
• Articulates opportunities for Microsoft to create a business value proposition. Supports colleagues in execution of business value proposition. Engages customers and partners to highlight the value of Microsoft opportunities, leveraging internal stakeholders and escalating to leadership colleagues as needed.

Microsoft Strategy Alignment (Stakeholder Engagement and Deal Diligence)

• Collaborates with internal teams and business units to build relationships and build knowledge of internal resources. Builds working relationships with Microsoft and business partners, and executive relationships (e.g., Sr. Directors). Identifies repeatable opportunities to share signal on Microsoft products and services to benefit internal stakeholders. Contributes new ideas as a member of the deal team and assesses opportunity to engage with Microsoft during investment diligence process and contributes to the creation and maintenance of existing thesis areas over time, learning to build relationships with stakeholders.

Microsoft Strategy Alignment (Product Insights and Innovative Projects/Pilots)

• Collaborates with team to help create practices that enable partners to influence the product. Progresses product improvement with engineering by collecting partner feedback that identifies potential gaps and areas of opportunity within products. Begins to improve operations of existing programs by applying industry methodology and innovation, defining program issues, assessing various scenarios, and selecting the optimal scenario to resolve issues. Identifies internal opportunities to develop new programs and improve current ones, with some oversight and guidance, learns about methods for identifying process improvement areas. Collaborates with others to identify root problems (e.g., root-cause analysis), define the program strategy, gather program requirements, identify resource needs, create the project plan and targets, and work across teams to align on the plan of record.

Deal Management/ Governance

• Assists with execution and deal management by communicating and reporting with Microsoft stakeholders. Tracks blocking i