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. You can help us achieve our mission.
Do you want to gain experience being part of a team that plays a part in all aspects of the security, identity, and privacy space? Unlike other companies where business development means long-lead sales or marketing, the Security Business Development (BD) team at Microsoft drives inorganic growth for the company and is responsible for supporting decisions to build, buy, or partner in relation to the security, identity, compliance, management, and privacy tools. This includes engaging with the senior members of internal teams to develop data-driven product plans for emerging technologies, identifying and driving partnership opportunities, working with partners, and staying ahead of the latest news, research, product gaps, and developing threats.
Join the Strategy, Signal, Industry, and Research (S2IR) team as a Senior Business Development (BD) Manager. We are looking for an individual with experience in business development (corporate strategy, venture capital, investment banking, etc.) who also has knowledge and experience in identity & access management or cybersecurity. This role will create data-driven strategies around short/long-term product plans and will select, assess, and structure complex partnerships and acquisitions. You will collaborate with key stakeholders in Security, Industry Solutions, and legal (CELA) to deliver thorough and executable plans and to help drive executive approval on key initiatives. In addition, the role will support projects related to financial fraud solutions and may contribute to one or more research projects – all with a focus on expanding the scope or depth of Microsoft’s Security business while delivering what our customers need.
We place a high value on diverse perspectives, a culture that celebrates creativity and innovation, and an environment where team members can be engaged and inspired through deliberate collaboration. We seek leaders with a passion to learn and to grow and who enjoy being challenged to do both. We are excited to add a new member to our team.
Responsibilities
Team Support
- Leverage identity/cybersecurity expertise to support other Security Business Development (BD) teams as needed
- Leverage identity/cybersecurity expertise to contribute to strategy papers or research work as needed
Customer and Partner Focus
- Develop strategic relationships with business and technical decision makers and become a trusted advisor
- Provide customer and industry insights to internal teams
- Identify opportunities and influence product roadmaps
- Leverage knowledge of customer and partner priorities and perspective to influence decision making to establish a foundation for future opportunities
- Provide insight on industry and/or competitive trends and drive action based on insights
Partnership Strategy
- Execute and apply value propositions, amending the framework as appropriate to create partnerships with customers and partners; influence internal stakeholders and partners and promote the value of opportunities
- Develop plans to source deals that target high-priority gaps across technology, product, and business
- Provide input into recommendations on partners
- Participate in building ecosystems to support first party solutions or third party partnerships
Negotiation
- Assist or lead deal opportunities across deal stages (e.g., Strategic Approval (SA), Approval to Negotiate (A2N), Final Go-no-go (FGNG))
- Represent Microsoft in key customer and partner interactions and recommend deal structures and key deal terms, leveraging experience to articulate key deal terms
- Collaborate proactively to close opportunities and manage executive escalations
- Manage stakeholders to gain consensus and ensure internal alignment
Deal Management/Governance
- Develop plans for managing deals, inform Microsoft stakeholders, and articulate alternatives to any deal blockers
- Collaborate with customers, partners, and Microsoft colleagues to develop post-deal plans that ensure the factors for successful execution (design, staffing, training, etc.) are in place for successful execution
- Troubleshoot complex issues and course correct as appropriate
Other
- Embody our culture and values
Qualifications
Required Qualifications
- Bachelor's Degree in Business, Cybersecurity, Information Security, or Information technology, Liberal Arts, Sciences, or related field AND 5+ years relevant work experience (e.g., Identity & Access Management, Cybersecurity (or related field), investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field)
- OR equivalent experience.
Preferred Qualifications
- Working experience in venture capital/corporate strategy/investment banking/business development AND working experience in identity & access management/cybersecurity/information security
- Professional certifications such as Certified Information Systems Security Professional (CISSP), Certified in Risk and Information Systems Control (CRISC), or Certified Information Systems Auditor (CISA)
- Experience with cybersecurity incident response, nation state threats, and/or financial fraud solutions
- 6+ years of experience in an advisory or technical role related to identity & access management or cybersecurity
- Presentation experience at all levels
Business Development IC4 - The typical base pay range for this role across the U.S. is USD $101,200 - $194,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $130,000 - $213,200 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations. #J-18808-Ljbffr