Business Development Manager

Develop and execute ecosystem strategies to accelerate product value and deliver deeply integrated and intelligent experiences to market, working closely with internal product, engineering, and marketing teams. This role carries three connected areas of accountability that define its day-to-day focus and how success is measured: Ensure partner solutions align with Copilot platform standards and strategic objectives, and take ownership of the health, growth, and measurable business value of each relationship in your portfolio. Partner closely with product, engineering, and marketing to shape each initiative, define its goals and success metrics, and drive the partner motions that bring it to market. Develop deep subject-matter expertise in these areas, map the partner ecosystem and opportunity categories against the workflows that matter most to customers, and identify and evaluate emerging AI-native disruptors relevant to your domains and verticals. Translate these insights into a prioritized pipeline of partnerships and initiatives that expand Copilot's value across your assigned areas. Partnership Strategy Shares research and insights with the team and identifies actions based on those insights. Utilizes established processes to lead development and maintenance of the partnership pipeline, and prepares information for reporting to key stakeholders. Works with stakeholders to develop a target customer and partner list that closes high-priority gaps across technology, product, business, and geography. Identifies opportunities and strategy, maps target customers and partners, and uses quantitative data such as usage and revenue to inform internal and external decisions and recommendations on partners. Deal Management and Governance Develops post-deal governance and execution plans and defines key performance indicators (KPIs) to demonstrate achieved business value. Ensures design, communication, and alignment in the creation of governance, and troubleshoots straightforward issues. Tracks blocking issues and works with deal stakeholders to drive resolutions. Collaborates with the team to help create practices that enable partners to influence the product. Progresses product improvement with engineering by collecting customer and partner feedback that identifies potential gaps and areas of opportunity within products. Begins to improve operations of existing programs by applying industry methodology and innovation, defining program issues, assessing scenarios, and selecting the optimal path to resolve them. Identifies internal opportunities to develop new programs and improve current ones with some oversight and guidance, and collaborates with others to identify root problems, define the program strategy, gather requirements, identify resource needs, create the project plan and targets, and align across teams on the plan of record. Collaborates with internal teams and business units to build relationships and knowledge of internal resources. Contributes new ideas as a member of the deal team, assesses opportunities to engage during the investment diligence process, and contributes to the creation and maintenance of existing thesis areas over time. Partner and Customer Focus Develops internal and external relationships to establish a network of business and technical decision makers for assigned accounts. Develops an understanding of customers' and partners' business, strategy, and relevant industry trends through research, including industry reports, internal and external conferences, feedback from subject-matter experts and mentors, internal resources, direct conversations with partners, and third-party sources. Negotiation Identifies actions to lead deal opportunities across deal stages, including Strategic Approval (SA), Approval to Negotiate (A2N), and Final Go-No-Go (FGNG), through to closure, and closes prescribed business opportunities with speed. Identifies negotiation scenarios and escalates as appropriate, closing opportunities using predefined program frameworks or templates as appropriate. Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 3+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field) Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 5+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field) OR Master's/Advanced Degree in Business, Sciences, or related field AND 2+ years relevant work experience (e.g., 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. 4+ years experience in the technology industry OR in a technical role (e.g., IT, Engineering).