Senior Business Development Manager - Cloud PC
 Microsoft | |
 United States, Washington, Redmond | |
 Nov 22, 2024 | |
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OverviewJoin the business development team taking Windows to the cloud! The Cloud PC team is focused on building and maintaining partnerships with Original Equipment Manufacturers and Independent Software Vendors that will transform the Windows experience for organizations of all sizes. Windows 365 (W365) and Azure Virtual Desktop (AVD) combined are already a billion-dollar business today with tremendous growth and opportunity. Come be at the center of driving technological innovation, strategic partnerships, and deal execution for the Windows of the future. As a Senior Business Development Manager - Cloud PC, you will focus on shaping our partner strategy and securing key partnerships to increase customer value and adoption for W365 and AVD. The role will partner closely with Engineering, Finance and Marketing teams to identify new business opportunities, relevant partnerships, acquisitions and investments; drive business model innovation; and anticipate and execute partnership opportunities critical to our growth. In addition, the individual will have consistent high-level visibility and is expected to be a trusted strategic advisor to several product and marketing executives. As we invest more in building new virtual Windows experiences and generating momentum for our Cloud PC services, it is an exciting time to join the team to help define the next wave of partner opportunities that help us achieve these goals.
ResponsibilitiesPartnership Strategy Formulates partnership strategy for products and businesses with input from relevant stakeholders. Manages pipeline by identifying, promoting, prioritizing, guiding, and 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. Prepares information for reporting to key stakeholders, including synthesizing key work for executive consumption. Executes and applies value propositions, amending the framework as appropriate to create 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 the build/buy/partner decision 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 industry and/or competitive trends and drives 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 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. Partner & Customer Focus Leverages internal and external network to develop new strategic relationships with executive business and technical decision makers. Develop relationships as a trusted advisor for a particular line of business. Provides industry insights internally. Articulates the value of Microsoft 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. Microsoft Strategy Alignment (Stakeholder Engagement and Deal Diligence) Collaborates with internal teams and business units to cultivate strategic relationships and leverage internal resources. Manages and cultivates relationships with leaders of internal teams and builds executive relationships (e.g., Sr. Directors, GM and CVP level), and supports other team members in building stakeholder engagement. Identifies and organizes repeatable opportunities to share signals on Microsoft products and services to benefit internal stakeholders. Contributes as a key member of the deal team and assesses opportunities to engage with Microsoft during investment diligence process and contributes to the creation and maintenance of existing thesis areas over time, building relationships with stakeholders. 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 across a portfolio of deals within a particular domain. Ensures customers and partners are prepared for implementation. Develops Key Performance Indicators (KPIs) to demonstrate achieved business value. Troubleshoots complex issues and course corrects as appropriate. Articulates alternatives to blockers across a body of deals to develop consistent deal negotiation policy and drive application of scalable resolutions. Other Embody our culture and values | |