We are seeking a Director Business Development Manager who will lead the Business Development team in India to drive transformational partnerships that produces significant value to Microsoft. Specifically, this leader will bring impact to the India market, developing co-innovation and co-engineering partnerships that evolve Microsoft business strategy and product development for India and beyond. This individual will increase impact by leveraging those partnerships and technologies into other emerging markets around the world. This leader will also bring a strong people management focus to develop and improve the health of the team to ensure a supportive, collaborative, innovative and diverse organization.

Responsibilities

People Management

Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

Model - Live our culture; Embody our values; Practice the Microsoft leadership principles of driving clarity, energy and delivering success.

Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

Care - Attract and retain great people; Know everyone’s capabilities and aspirations; Invest in the growth of others.

Customer/Partner Focus

Leverages internal and external relationships as a trusted advisor to advise complex (e.g., large, high impact) customers and partners in future strategic direction as a sought-out resource across multiple lines of business, geographies, and cultures, as appropriate; advises partners and decision makers on industry and company insights. Drives internal strategy and provides guidance to team in executing partnerships.

Drives large scale (e.g., multi-year, high impact, high profile) customer and partner business initiatives by promoting and enabling joint-value creation, and selling of creative solutions for multiple lines of business. Looks across accounts and geographies to identify and address broad issues and trends. Drives strategic thinking among the team and cultivates a culture of customer and partner focus; shapes industry-wide initiatives and norms.

Partnership Strategy

Creates propositions based on company, partner, product roadmap, competitive situation and customer needs that drive long-term value creation. Drives support and action by influencing internal stakeholders and partners and promoting the value of opportunities.

Leverages knowledge of the geography and industries in conjunction with product/industry teams to establish a foundation for future opportunities in competitive situations through collaboration. Provides subject matter expertise on the industry and competitive trends. Maintains a large industry network and may represent Microsoft externally by speaking at industry conferences and/or participating in industry groups. Educates the team on strategy and ensures strategic focus; drives knowledge sharing across teams and develops infrastructure to foster knowledge sharing across the organization.

Seeks out highly impactful and unique opportunities (e.g., whitespace opportunities, category creation) that cross business areas or target high-priority gaps in prominent industries, products, or accounts.

Drives deals to increase growth and achieve desired outcome across partners and deals; anticipates potential issues, raises visibility, and leverages executive relationships to resolve escalations; provides input into recommendations on partners.

Develops overarching strategies and leads broad initiatives across organizational functions. Orchestrates processes for pipelines and opportunities that deliver results and optimize resources; coordinates on pipeline across teams, sharing insights and signals and drawing connections across groups. Leads deal and strategy reviews for the team. Prepares information for reporting to key stakeholders, including synthesizing key work for executive consumption communicating at a senior executive level.

Negotiation

Represents Microsoft in key customer and partner interactions, and determines the deal structures for scalable and durable solutions in custom and complex business opportunities. Develops and implements strategic engagement models that achieve business opportunities from the largest customers and partners, manage the customer and partner interface, and provide deal structure to close complex global deals. Represents Microsoft as a role model. Resolves deal issues as an escalation point for junior colleagues. Establishes best practices and drives process improvements based on learnings across deals. Provides coaching and support to junior colleagues as a go-to resource for negotiation.

Deal Management/Governance

Drives plans for managing deals with targeted strategies, prioritization, and implementation of communications and reporting. Designs programmatic approaches to address complex business opportunities, balancing risks and rewards. Drives team and business accountability by setting standards for the prioritization of targeted deals, development and evangelism of proven practice, and representation across Microsoft.

Collaborates with customers, partners, and Microsoft colleagues to develop post-deal governance and oversee the creation and implementation of execution plans across a portfolio of deals within domains, industries, and/or geographies. Collaborates with complex (e.g., multi-geography large partner, multiple lines of business) customers and partners to create market-changing business value. Demonstrates achieved implementation and high-impact business value (e.g., executive level recognition) for customers, partners, and the company. Anticipates and addresses issues preemptively, leveraging and engaging executives; provides recommendations into decisions to continue/discontinue deals. Course corrects to maximize deal value and preemptively minimize risk. Engages in fundamental revamping of approach as appropriate, and drives alignment across business groups within Microsoft Business Development (BD).

Qualifications

12+ years of experience across B2B or B2C internet services in a business discipline including experience in business development, consulting, marketing, sales, partner management, finance, legal, or relevant product development/software engineering with external customer/partner facing engagements.

Technical curiosity with an ability to gain the respect of engineering organizations as a trusted partner.

Experience with highly complex, multi-party, multi-strategy partnerships leading the structuring, negotiations and deal flow management in commercial scenarios.

A technical background in Program Managerment, Engerneeing or related field a plus.

Experience in startups as well as large complex organizations in the technology industry.

Experience in global cloud computing and realted industires.

Product experience in Search, Advertising, News, Entertainment, Azure, Dynamics, M365 is highly desireable.

Industry experience including Retail/Ecommerce, Financial Services, Telecoms is highly desireable.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.