Business Development Senior Manager - CTJ - Top Secret

Microsoft’s Business Development and Ventures team accelerates innovation through strategic alliances that shape the future of secure cloud and AI solutions. The Business Development Senior Manager focuses on transformative partnerships and thought leadership with ISVs, Defense Industrial Base (DIB) partners, and mission-driven organizations serving U.S. Government, Defense, and Intelligence sectors. The ideal candidate combines deep knowledge of federal technology acquisition with expertise in cloud, AI, and data to enable modernization in classified environments.  This individual must have a growth mindset and the unwavering ability to identify high impact workstreams and prioritize accordingly.  

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. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

• Build and grow strategic alliances with ISVs and Defense Industrial Base (DIB) partners to advance Microsoft’s classified cloud and AI capabilities.
• Drive co-innovation initiatives and joint go-to-market strategies aligned with mission priorities.
• Shape market development strategies for classified environments, ensuring compliance with frameworks such as FedRAMP, ITAR, and DoD Impact Levels.
• Influence modernization roadmaps through thought leadership and collaboration with government and industry stakeholders.
• Negotiate complex agreements and partnership models that deliver long-term ecosystem growth.
• Represent Microsoft in executive-level briefings, industry forums, and government engagements if necessary.
• Collaborate cross-functionally with engineering, legal, finance, and product leadership to execute partnership strategies.
• Individual Contributor role with strategic influence across U.S. Government and partner ecosystem.
• Proven experience navigating federal and contracting strategies.
• Knowledge of accreditation and security requirements for government workloads.
• Proven experience in understanding of on-prem to cloud migration and evolving technology trends.

Required Qualifications

• 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 equivalent experience.
• 5+ years in business development, strategic partnerships, or related roles within U.S. Government or Defense sector.
• 2+ years in technology with proven understanding of cloud computing, AI, and data solutions.
• 4 + years deep negotiation skills and experience structuring complex deals.

Other Requirements 

Security Clearance Requirements: Candidates must be able to meet Microsoft, customer and/or government security screening requirements are required for this role. These requirements include, but are not limited to the following specialized security screenings:  

• The successful candidate must have an active U.S. Government Top Secret Security Clearance.  Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination.
• Clearance Verification: This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment.
• Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.   
• Citizenship & Citizenship Verification: This position requires verification of U.S citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government clearance.

Preferred Qualifications

• Experience with Microsoft Azure Government, classified cloud environments, and federal procurement cycles.
• Familiarity with ISV ecosystems and DIB partners.
• Ability to develop business cases, evaluate ROI, and perform market analysis.
• Executive presence and communication skills to translate technical concepts into business value.
• MBA, or technical or policy MS.

Business Development IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.