Business Development Manager

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. One of the company’s top imperatives is to ensure that we are leading in Business Applications and growing share through generative AI. Come join the team leading high-impact strategic partnerships in Business Applications that drive business process innovation through generative AI.

The Business Applications Business Development Team drives strategic partnerships and acquisitions to accelerate growth for Microsoft Dynamics 365 enterprise SaaS applications. Microsoft Dynamics 365 application serves Fortune 500 enterprises in Customer Relationship Management (CRM) and Enterprise Resource Planning (ERP), now enhanced with Copilot and Agents. As a Business Development Manager, you will be focused on our CRM line of business, and you’ll be responsible for identifying partnerships, acquisitions, and investments; driving business model innovation; and anticipating and executing on partnership opportunities [including GenAI 3P Copilot solutions – the BD work] critical to our growth.

We are seeking a Business Development Manager who will be responsible for the following key areas:

Customer and Partner Focus

• Leverages internal and external network to develop new strategic relationships with senior business and technical decision makers; develops 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 anticipating changes and actions to influence decision making, identify opportunities, and influence the product roadmap.

Partnership Strategy

• 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 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 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; prioritizes target partners; utilizes data to inform internal and external decisions; provides input into recommendations on partners.
• Builds and share 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. 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 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.