Business Development Manager (Cloud/Unified Communications, Strategic Alliances & Partnerships)

Share job

Overview

The M365 Growth team at Microsoft is responsible for identifying and executing strategic business development opportunities to drive inorganic growth of the M365 product portfolio. We propose, structure and execute strategic deals, partnerships, joint ventures, investments, and acquisitions.

We are looking for a Business Development Manager who 1) has deep understanding of the global telecom industry- voice, IVR, SMS, RCS - and the overall unified communications industry landscape to manage our Teams Phone Business, 2) extensive experience on digital transformation aspects of Telcom and Cloud Communications inclusive of AI solutions and 3) can develop strategic GTM framework with a partners for a win-win scenario.

You will work cross-company with product, finance, legal, business planning, product marketing and other stakeholders to enable new capabilities through partnerships while optimizing and driving efficiencies of the existing business.

Qualifications

Required/Minimum Qualifications

• Bachelor's degree in business, Liberal Arts, Sciences, or related field AND extensive relevant work experience in global telco or cloud communications or unified communications SaaS or telco consulting or mobile carriers.

• OR equivalent experience

• Relevant experience in corporate strategy or sales or venture capital or legal, or business development.

• Demonstrable experience with SaaS, CaaS, contact centers solutions, IVR, voice & mobile solutions and unified communications.

Preferred Qualifications

• Master's degree in business, Liberal Arts, Sciences, or related field AND relevant work experience in global Telcom and cloud communications or unified communications SaaS, CaaS, Contact Centers solutions or Telco consulting, or corporate strategy or sale or venture capital or legal or business development, product management or project management or software development, or related field.

• Deep understanding of the global telecom industry- voice, IVR, SMS, RCS - and the overall unified communications industry landscape

• Proficient experience in business development OR strategic partner development OR in a technical role that was partner or customer facing in Telcom and cloud communications. (e.g., Product Management, Solutions Architect).

• Experience focused on digital transformation aspects in Telcom and Cloud Communications including GTM strategy and can demonstrate knowledge of business needs

• Domain expertise in the telecom industry with breadth and depth of knowledge and engagement leadership experience with an understanding of the business domain expertise and proven experience crafting solutions to address new growth.

• Can lead cross-disciplinary virtual teams and drive key business development initiatives from creation to implementation in partnership with senior Microsoft executives.

• Relevant experience in working in a satellite office supporting headquarter stakeholders in different time zones.

• Demonstrates ability to communicate and influence all levels from senior executives on down and all functions (such as engineering, marketing, sales, services, finance and legal)

#BD&V

Responsibilities

Partnership Strategy

• Collaborate with stakeholders across the company (product, marketing, finance, legal) in development of business and product strategy, translate business and product plans into a partnership strategy and identify partnerships that can grow our business, including how we can accelerate our product roadmap through inorganic activities.

• Position 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 and partners teams in regions to establish a foundation for future opportunities in competitive situations through collaboration.

• Identifies and collaborates with a diverse set of stakeholders to develop plans to source deals that will accrue commercial value to M365 Product Portfolio. Identifies opportunities and strategy and maps target customers/partners. Provides input into recommendations on partners.

• Formulates partnership strategy for products and businesses with input from relevant stakeholders. Active management of deals pipeline by identifying, promoting, prioritizing, guiding, and influencing processes that develop and deliver on pipeline opportunities and optimize resources.

Negotiation

• Represents Microsoft in key customer and partner interactions and recommends deal structures. Collaborates proactively to close opportunities and scale the business. Identifies opportunities for customized approaches and knows when to escalate to resolve issues timely.

• Be creative when structuring deal terms, leading and developing a negotiation strategy. Communicate with all stakeholders at all stages of the deal process to secure buy-ins and approvals. Drive deals to closure while maintaining a willingness to walk away from deals that do not meet business objectives or introduce an unacceptable risk.

• Demonstrate ability to articulate alternatives to blockers across a body of deals to develop consistent deal negotiation policy and drive application of scalable resolutions

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 secure approvals from all internal and external approvals in the design, communication, and alignment of governance framework.

• Conduct business review at agreed upon cadence with partners and internal stakeholders to measure existing deal performance and track efficacy relative to expectations post-close. Troubleshoots complex issues and course corrects as appropriate.

Partner & Customer Focus

• Leverages internal and external network to develop new strategic relationships. Develop relationships as a trusted advisor with key stakeholders. Works cross-functionally on internal strategy and works with v-teams to deliver alignment on objectives and outcomes.

• Articulates the value of Microsoft solutions, leveraging knowledge of customer and partner business priorities and/or drivers to influence decision making. Looks across opportunities to identify and address broad issues and trends.

Industry expertise

• Be an expert in the communication industry trends including competitive and market dynamics, product and technology trends, and start-ups.

• Provides insight into Telco industry and/or competitive trends and drives action based on insights.

• Develops processes and channels for information gathering and reporting, including synthesizing key insights and trends gathered from engagements to influence partnership strategy and executive consumption.

Culture and Values

• Must demonstrate Microsoft principles of diversity, belonging, and allyship; and embraces a culture of curiosity, self-awareness, mutual support, authenticity, and integrity.