Sr. Business Development Manager - Productivity & Collaboration Product Partnerships

WHAT IS BOX?

Box is the market leader for Cloud Content Management. Our mission is to power how the world works together. Box is partnering with enterprise organizations to accelerate their digital transformation by creating a single platform for secure content management, collaboration and workflow. We have an amazing opportunity to further establish ourselves as leaders in the space, and we need strong advocates to help us achieve that goal. 

By joining Box, you will have the unique opportunity to help capture a majority of this developing market and define what content management looks like for the digital enterprise. Today, Box powers 100,000+ businesses, including many top Fortune 500 companies who trust our secure collaboration platform to manage the entire content lifecycle.

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 partnerships and product integrations, fostering innovation and a vibrant ecosystem that yield customer value. 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’re looking for an experienced business development professional to develop and execute strategic product partnerships and deep integrations with leading enterprise software companies. You will develop partnership strategies, help build and launch new SaaS product experiences, structure high-impact business and partnering models, evangelize partner solutions to our most influential customers, and negotiate and close complex agreements with top technology partners.

This role will report to the Director responsible for our ecosystem of productivity and collaboration partners, including some of our most strategic relationships and integrations, 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

• Work with cross-functional teams to develop and prioritize the vision and strategy for partnerships, in alignment with critical product and corporate goals. Especially integrations between Box products and productivity and collaboration solutions.

• Distill customer/market needs and the business objectives that a product partnership will fulfill, articulate what success looks like for a product’s partner strategy, influence and orchestrate internal and external stakeholders, and drive cross-functional teams to develop product integrations and bring them to market.

• Build and wield a deep product-based understanding of the needs of Box customers and the enterprise SaaS industry, developing a systematic approach to identify and act on relevant trends. Develop strategies to facilitate go-to-market activities and drive customer adoption and usage of product integrations.

• Recruit, motivate, and guide partners to integrate with Box in efficient, novel ways based on customer needs, market changes, competitive threats, solution gaps, and strategic opportunities to uncover opportunities of mutual value and shape priorities.

• Structure, negotiate, and execute complex, high-impact partnership agreements, including technical and product-oriented terms.

• Partner with product and sales teams to define customer use cases, communicate technical requirements, and build business cases to inform and shape Box’s and partners’ product roadmaps.

• Create and incubate new initiatives across Box to drive new users, partners, and/or businesses to Box’s platform.

• Represent Box to partners, customers, and external audiences of all types in various forums, from high-profile meetings to conferences and trade shows.

WHO YOU ARE

Box employees are a cohort of engaged and passionate leaders who are customer-centric and embody innovation and growth mindsets. In this role, you have:

• Strong product sense and experience working with product and engineering stakeholders, with demonstrated understanding of the software development lifecycle, including comfort with technical feasibility of partner integrations and knowledge of API-based integrations and user-facing products

• Proven experience in successfully leading long-term, complex technology-focused projects with internal and external stakeholders

• Effectiveness at distilling customer/market feedback to independently identify gaps in current product experiences and extensibility, and then influencing and coordinating across appropria