Business Development Manager

Are you looking for an opportunity to join the world’s largest cybersecurity business? Microsoft Security is revolutionizing cybersecurity for an AI-powered world. With over eighty-four trillion security-relevant signals a day and leadership positions in several Gartner Magic Quadrants, there is no place in the world like Microsoft to help make the world a safer place.

The Security Business Development team is responsible for strategic partnerships, opportunity identification, and growth initiatives across Microsoft’s Security platform and product portfolios. This role will join the team responsible for Identity & Access Management (Entra and Entra Suite), Endpoint Management (Intune Core & Intune Suite), SMB Security, Network Security, Fraud Protection, and Quantum Cryptography engineering initiatives.  The focus of this role will be supporting our partnership efforts to advance Microsoft’s security offerings for small and medium businesses (SMB). 

We are seeking a skilled Business Development Manager to join our Security BD team. This individual will play a key role in driving strategy, product, and partnership initiatives in this space. 

The ideal candidate will be a customer- and partner-focused individual who enjoys and excels in developing partnership strategies, business analysis, negotiation, and deal management execution.

This person will stay updated with the latest security trends in these security technologies and provide recommendations that will accelerate market engagement, product development, and partnerships, to the benefit of Microsoft first-party solutions and Microsoft as a whole.

This is a flexible work opportunity and currently operates on a hybrid work basis (three days a week in the office), with optional business travel opportunities for security and business events.

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.

Responsibilities

Partner & Customer Focus 

• Develops internal and external relationships to establish a network of business and technical decision makers for assigned accounts. 

• Develops an understanding of customers, partners business, strategy, and relevant industry trends through research (e.g., reading industry research reports, attending internal/external conferences, SME/mentor feedback, leveraging internal resources, talking with partner directly, gathering third party resources). Articulates the Microsoft point-of-view and product road map regarding relevant industry trends and impact to customers and partners. 

Partnership Strategy 

• Articulates opportunities for Microsoft to create a business value proposition. Supports senior colleagues in execution of business value proposition. Engages customers and partners to highlight the value of Microsoft opportunities, leveraging internal stakeholders and escalating to senior colleagues as needed. 
• 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. 
• Works with stakeholders to develop target customer/partner list to close 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. 
• Utilizes processes to lead development and maintenance of the pipeline. Prepares information for reporting to key stakeholders. 

Negotiation 

• Identifies actions to lead deal opportunities across deal stages (e.g., Strategic Approval (SA), Approval to Negotiate (A2N), Final Go-no-go (FGNG)), take examples from the left) to closure and closes prescribed business opportunities. Identifies negotiation scenarios and escalates as appropriate. Closes opportunities using predefined program frameworks or templates, as appropriate. 

Deal Management/ Governance 

• Assists with execution and deal management by communicating and reporting with Microsof