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Corporate Business Development Director

4 months ago

Jakarta, Jakarta, Indonesia Microsoft Corporation Full time

On why this is an exciting and unique role...

As Microsoft looks to the future, its inorganic growth options are multiplying and becoming more geographically diverse. Asia represents a tremendous opportunity for growth and for innovation. Driving deals and other activities across Asia give this individual contributor the opportunity to contribute across a diverse set of partners and geographies. It is a role that reports directly into the GM for BDSV (Business Development, Strategy & Ventures) Asia and is designed to give a seasoned dealmaker the opportunity to make maximum impact quickly. While this role will be based in Regional Corporate HQ in Singapore, a large percentage of the deals anticipated will be in China requiring language skills. This is a unique (non-sales) role that can add career fuel to the high-energy dealmaker who takes upon this challenge.

At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world we live in and the future we strive to create.

Responsibilities

Responsibilities

Customer and Partner Focus

  • Leverages internal and external relationships as a trusted advisor to advise complex (e.g., large, high impact) customers and partners on domain expertise as a sought-out resource across multiple lines of business, geographies, and cultures, as appropriate; advises partners and decision makers on the industry and company and provides industry expertise internally and externally.
  • Drives customer and partner business initiatives, and contributes to customer's strategy discussions, leveraging knowledge of customer and partner business priorities and/or drivers and anticipating changes and actions to drive influence around the product roadmap, prioritization, and proactively guide customer and partner decision making.

Partnership Strategy

  • Creates business value propositions based on company, partner, and/or customer needs for a particular product/industry. Drives support and action by influencing internal stakeholders and partners and promoting 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. Provides council on geopolitical constraints to get the right deal done for Microsoft.
  • Leverages relationships with a diverse set of stakeholders to identify and validate unique opportunities that cross business areas or target high-priority gaps across technology, product, business, and/or geography. Leverages trends in data to inform decisions across deals. Drives deals to increase growth and achieve desired outcomes, anticipating potential issues; provides input into recommendations on partners.
  • Builds and shares pipeline plans. Manages pipeline by identifying and promoting, prioritizing, guiding, influencing processes that develop and deliver on pipeline opportunities and optimize resources. Prepares information for reporting to key stakeholders, including synthesizing key work for executive consumption.

Negotiation

  • Leads deal opportunities across deal stages (e.g., Strategic Approval (SA), Approval to Negotiate (A2N), Final Go-no-go (FGNG)). Resolves deal issues as an escalation point for junior colleagues. Establishes best practices and drives process improvements based on learnings across deals. Represents Microsoft in key customer and partner interactions, and defines the deal structure for scalable and durable solutions to complex business opportunities. Leverages deep understanding of risks, rewards, and negotiation skills to manage broad engagements across all business functions. Provides breakthrough ideas and collaborates to close strategic or high-impact opportunities in order to scale the business (e.g., cross-company, cross-product deals). Provides coaching and support to junior colleagues as a go-to resource for negotiation.

Deal Management/Governance

  • Develops and implements plans for managing deals in order to lead a book of deals with workback schedules, key milestones, communications, and reporting.
  • 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.
  • Demonstrates achieved implementation and high-impact business value (e.g., executive level recognition) for customers, partners, and the company.
  • Manages escalations between large partners and customers through to resolution; provides recommendations into decisions to continue/discontinue deals.
  • Captures learnings to improve future pipeline and business value communication. Course corrects to maximize deal value and preemptively minimize risk.

Reporting

  • Reports into the General Manager for Asia Corporate Business Development
  • Dotted-line reporting into the three sub-Regional leads of Business Development China, Business Development ASEAN/Korea, and Business Development India.

Location

  • Singapore
  • (Other ASEAN cities may be considered including KL, Jakarta, and Bangkok)

Other

  • Embody our culture and values

Qualifications

Qualifications

Required/Minimum Qualifications

  • Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 10+ 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.

Additional or Preferred Qualifications

  • Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 12+ 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 10+ 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)
  • Previous (product) Business Development experience at a Hyperscaler highly preferred.
  • 8+ years experience in the technology industry OR in a technical role (e.g., IT, Engineering).
  • Chinese language native/fluent speaker, strong connections and network within Chinese startup ecosystem

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 ) .