Principal Business Development Manager, Strategic Partnerships

📋 Description

• Own end-to-end strategy and execution for hyperscaler partnerships, aligning to Box’s GTM, product, and corporate objectives.
• Build and drive joint business plans and operating cadences that embed marketplace growth and co-sell motions into field, solutions, and operations teams.
• Develop and scale repeatable co-sell plays, private offer strategies, and marketplace programs that drive awareness, demand, adoption, and usage.
• Translate customer and field insights into partner-aligned solutions and business cases; influence roadmap and integration priorities with a hyperscaler-first lens.
• Orchestrate cross-functional stakeholders to deliver compelling joint value propositions, solution narratives, and launch plans.
• Leverage partner funding, marketplace incentives, and co-innovation frameworks to accelerate pipeline and streamline partnership operations.

🎯 Requirements

• 7+ years in enterprise SaaS partnerships, alliances, or marketplace development, with meaningful experience at hyperscaler ecosystems (AWS, Google Cloud, Microsoft).
• Deep understanding of cloud marketplaces and partner-led GTM, including listings, private offers, co-sell frameworks, and program operations.
• Proven track record leading complex, cross-functional initiatives and driving joint planning and execution with Sales, Marketing, Solutions Engineering, and Product.
• Skilled at distilling customer, market, and field feedback to identify gaps and create scalable, repeatable solutions that accelerate adoption and co-sell.
• Exceptional communicator and influencer who builds trust, drives clarity, and creates accountability across ambiguous, matrixed environments.
• Strong operational rigor with the ability to set cadences, measure impact, and iterate to outcomes; bias toward action, collaboration, and results.

🎁 Benefits

• Equity and comprehensive benefits
• Pay transparency and equity practices
• In-office collaboration with at least 3 days on-site per week