Deal Management/ Governance Ensures customers and partners are prepared for implementation. Develops Key Performance Indicators (KPIs) to demonstrate achieved business value. Troubleshoots complex issues and course corrects as appropriate. Articulates alternatives to blockers across a body of deals to develop consistent deal negotiation policy and drive application of scalable resolutions. Resolves blocking issues using known techniques. Creates practices that enable partners to influence the product. Progresses product improvement by collecting, collating, and triaging partner feedback that identifies potential gaps and areas of opportunity within products. Improves operations of existing programs by applying industry methodology and innovation, defining complex program issues, assessing various scenarios, and selecting the optimal scenario to resolve issues. Identifies and scopes opportunities to develop new programs and improve current ones and independently provides feedback to help identify process improvement areas. Identifies and provides solutions to root problems (e.g., root-cause analysis), defines the program strategy, gathers program requirements, identifies resource needs, creates the project plan and targets, and works across teams to align on the plan of record. Collaborates with internal teams and business units to cultivate strategic relationships and leverage internal resources. Manages and cultivates relationships with leaders of internal teams and builds executive relationships (e.g., Sr. Directors, GM-level), and supports other team members in building stakeholder engagement. Negotiation Collaborates proactively to close opportunities and scale the business. Identifies opportunities for customized approaches. Identifies negotiation scenarios and manages executive escalations. Manages stakeholders to gain consensus and ensure internal alignment. Partner & Customer Focus Leverages internal and external network to develop new strategic relationships with senior business and technical decision makers. Develops relationships as a trusted advisor for a particular line of business. Provides industry insights internally, appropriately emphasizing the importance of security trends and best practices relevant to the industry. Partnership Strategy Provides insight on industry and/or competitive trends and drives action based on insights. Formulates partnership strategy for products and businesses with input from relevant stakeholders. Manages pipeline by identifying, promoting, prioritizing, guiding, and influencing processes that develop and deliver on pipeline opportunities and optimize resources to better deliver including preparing information for reporting to key stakeholders, identifying key stakeholders and reporting. Prepares information for reporting to key stakeholders, including synthesizing key work for executive consumption. Executes and applies value propositions, amending the framework as appropriate to create partnerships with customers and partners. Influences internal stakeholders and partners and promotes the value of opportunities. Identifies and collaborates with a diverse set of stakeholders to develop plans to source deals that target high-priority gaps across technology, product, business, and/or geography. Identifies opportunities and strategy and maps target customers/partners. Utilizes quantitative data (e.g., usage, revenue) to inform internal and external decisions. 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. Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 7+ 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 Master's/Advanced Degree in Business, 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. 6+ years experience in the technology industry OR in a technical role (e.g., IT, Engineering). 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.