Director, Business Development, Strategic Partners

The Box BD team works in a dynamic environment where fast-paced innovation meets rock-solid execution. Our goal is to further Box’s domination of the enterprise content and collaboration space through growing ecosystem and platform value, incubating new businesses and business models, and driving revenue through partnership.
The Director of Business Development–Strategic Partners will be responsible for driving initiatives with and deriving value from Box’s most strategic partners, e.g. Apple, IBM, Microsoft, and Google.
The ideal candidate will have deep experience in enterprise software sales, enterprise software partnerships, direct and indirect sales strategies, as well as sales enablement and incentives. An MBA, management consulting and/or investment banking background is also 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.
  • Qualify, structure, negotiate, and execute on deals
  • Drive analysis and build business cases
  • Develop post-close engagement plans for success
  • Identify and track relevant metrics of success
  • Program management of launches and follow on campaigns
  • Map partner organizations, design go-to-market plans, and understand partner sales processes to capitalize on opportunity for Box
  • Navigate organizations and persuade decision makers to include Box in their go-to-market and selling strategies
  • 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
  • 10+years of experience working in enterprise software at a top tier organization
  • Proven, tangible results in Business Development and/or related partner-focused experience
  • Management consulting or investment banking experience a plus
  • Proven experience negotiating and structuring complex deals
  • Passionate about the cloud and Box, with strong people skills
  • Strong oral and written communicator, great public speaker
  • Results-driven, detail-oriented, organized self-starter
  • Excellent teamwork skills
  • Creative and critical thinker
  • Technically savvy, experienced with underlying hardware, OS, devices, mobility, software and web technologies
  • Experience working with partners, channel, and/or system integrators to build strategic programs that drive demand
  • MBA from top-tier school highly preferred


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