Director, Business Development - Platform and ISV

The Box Business Development team works in a dynamic environment where fast-paced innovation meets rock-solid execution. Our goal is to further Box’s leadership of the enterprise content and collaboration space through growing ecosystem and platform value, incubating new businesses and business models, and driving revenue through partnership.
 
Overview:
The Director of Business Development Platform and Vertical ISV will be responsible for identifying, recruiting and building relationships with Box's independent software vendors (ISV) partner ecosystem.  This role will be responsible for new partnership development and existing partner management for both Box Platform and industry vertical partnerships. In addition, this role will lead our new partner onboarding process and will be responsible for growing Box's long-tail partnerships that enable new use cases for our customers. 
 
The ideal candidate will have deep analytical and business strategy acumen, experience with platform businesses as well as sales enablement and incentives; and an understanding of how software ecosystems are built, where the leverage lies, and how technical integration with major players could benefit Box. An MBA, management consulting and/or investment banking background is highly desirable. We are looking for a hands-on, strategic, won’t-take-no-for-an-answer, and detailed-oriented individual to drive these initiatives.
 
Responsibilities:
  • Develop and lead partner strategy for Box Platform (e.g. iPaaS, low-code AppDev, synergistic API services) and industry vertical ISV (e.g. Medidata) partnerships
  • Work with product, engineering, marketing, sales, finance and legal teams to evaluate, explore and execute partnership opportunities
  • Understand the competitive landscape and identify strategic opportunities and threats
  • Expand the reach of Box Platform through partnerships that broaden the distribution of Box Platform and drive pipeline and revenue 
  • Generate new growth opportunities for Box through identifying and building industry-specific vertical partnerships; working closely with the Box Industries Alliances team
  • Manage the new partner onboarding process and grow the long-tail of ISV partnerships, resulting in more active applications and higher enterprise penetration 
  • Be an expert on the industry: follow the latest industry news, attend events regularly, network heavily, and have a systematic approach to Identifying market trends
 
Qualifications:
  • 8+ years of experience in business development at a top technology or other market leading company
  • Experience working closely with internet and technology companies building strategic partnerships; experience with platform businesses strongly preferred
  • Proven, tangible results recruiting and building an ISV partner ecosystem
  • Strong product instinct and ability to identify opportunities for partners to utilize existing and in-development product, as well as ability to partner with Box product team to build world-class features 
  • Technology savvy - e.g., software life cycles and best practices 
  • Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity
  • Strong oral and written communicator, great public speaker
  • Results-driven, detail-oriented, organized self-starter
  • Excellent teamwork skills
  • Creative and critical thinker
  • Experience working with partners, channel, and/or system integrators to build strategic programs that drive demand
  • Management consulting or investment banking experience preferred
  • MBA from top-tier school highly preferred

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