Business Development Manager - Modern Workplace & Security

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Key Responsibilities:

Business Ownership & Profitability

• Own business unit financial performance including revenue, margin, and YoY growth.
• Develop and execute the annual business strategy and operating plan aligned with partner priorities and market demands.
• Manage forecasting, portfolio pricing, revenue projections, and quarterly business reviews with leadership.
• Jointly own the sales pipeline with the sales team — covering demand generation, bid support, qualification, and deal closure.
• Support strategic deals through value articulation, pricing strategy, competitive positioning, and negotiation support.
• Drive attach rate growth across licensing and service offerings while coordinating with other business units to identify expansion opportunities and maximize account value.
• Improve win rate performance and accelerate the overall sales cycle.
• Act as the primary business owner with Microsoft and ecosystem vendors for Modern Work, collaboration, and security workloads.
• Manage the full lifecycle of the Modern Work Microsoft Solution Designation and related specializations, including performance governance, skill and certification tracking, assessment readiness, and compliance with Microsoft requirements.
• Lead joint planning, QBRs, incentive utilization, and alignment with Microsoft priorities.
• Secure and optimize funded programs including assessments, workshops, Fast Track, ECIF, MCI, CSI, and enablement motions.

Offering & Go-To-Market Development

• Own the development and maintenance of packaged services, migration frameworks, adoption offerings, governance engagements, and managed extensions.
• Ensure service catalog alignment with market needs, competitive positioning, and compliance with regulatory expectations.
• Collaborate with Marketing to support campaigns, events, and strategic messaging to fuel demand generation.

Team Leadership & Capability Development

• Lead and manage the Modern Work & Security presales team with full accountability for skills development, readiness, and performance.
• Define and monitor technical KPIs including pipeline contribution, certification progression, bid quality, and customer engagement success rate.
• Build a culture of accountability, ownership, and execution discipline.

Customer Engagement & Strategic Advisory

• Engage with CIOs, CTOs, CISOs, IT leaders, and business stakeholders to support modernization strategies, roadmap definition, and executive alignment.
• Lead high-value engagements including assessments, readiness workshops, and envisioning sessions.
• Ensure seamless transition from presales to PMO and delivery teams to maintain high customer satisfaction and outcome delivery.

Qualifications

• Education: Bachelor’s degree in Information Technology, Computer Science, Cybersecurity, or a related field is required.
• A Master’s degree is considered a strong advantage.
• Experience: 12-14 years' experience in Microsoft Modern Workplace or Security business development, practice leadership, or similar roles.
• Proven experience owning a profitable portfolio or business unit with measurable commercial impact.
• Demonstrated success in enterprise deal-making and account development.

Technical Knowledge in:

• Identity and security workloads including:
• Entra  (Conditional Access, MFA, PIM, Identity Governance)
• Microsoft Defender suite (Endpoint, Identity, Office 365, Cloud Apps)
• Microsoft Purview Compliance, DLP, and Governance frameworks
• Intune & Intune Suite endpoint protection and configuration capabilities

Certification:

• Modern Work , MS-102, MS-700
• Security , SC-900, SC-300, SC-400
• Advanced (Preferred) , SC-200, SC-100
• Strong leadership and coordination skills to drive results through cross-functional teams.
• Excellent interpersonal and relationship-building skills with vendors and stakeholders.
• Analytical mindset with strong problem-solving capabilities.
• High level of adaptability and resilience in managing multiple priorities.
• Strategic thinking with an execution-focused approach.

• Not Applicable

• Full-time

• Information Technology

• IT Services and IT Consulting

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