Principal Business Development Manager, Strategic Partnerships

Box•Redwood City, CA

1d•Hybrid

About The Position

Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including Morgan Stanley, AstraZeneca, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia. By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise data, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift. The Business Development team at Box drives partnerships and strategic initiatives that play an outsized role in differentiating and scaling Box. We work closely with external partners and across functions to identify, deliver, and manage partnerships, new GTM efforts, and deep product integrations with leading hyperscaler, enterprise software, and AI companies. With data + AI at the core of our Intelligent Content Management platform, hyperscaler ecosystems are an emerging force multiplier for how we reach customers, deliver innovation, and scale our impact. We’re seeking a Principal Business Development Manager to lead and expand our strategic partnerships across AWS, Google Cloud, and Microsoft. In this highly visible role, you will execute partnership strategy, launch marketplace-led GTM motions, shape product integrations, and operationalize joint business plans. This role will report to the Vice President leading Box’s strategic partnerships team. You’ll collaborate across sales, product, solutions engineering, marketing, and customer success teams while engaging directly with partner and customer executives to unlock growth, innovation, and operational leverage. As part of this entrepreneurial and results-oriented team, you will have an opportunity to define and advance game-changing partnerships for Box.

Requirements

4+ years of meaningful experience in enterprise SaaS partnership, alliance, or partner development roles within at least one hyperscaler ecosystem (e.g., AWS, Google Cloud, etc.)
Deep understanding of cloud marketplaces and partner-led GTM, including listings, private offers, co-sell frameworks, funding vehicles, and program operations
Proven track record leading complex, cross-functional initiatives and driving joint planning and execution with sales, marketing, solutions engineering, and product management without singular ownership of revenue or pipeline targets
Skilled at distilling customer, market, and field feedback to identify gaps and create scalable, repeatable solutions that accelerate resolution, co-sell, and adoption
Exceptional communicator and influencer who builds trust, drives clarity, generates energy, and creates accountability across ambiguous, matrixed environments
Strong operational rigor and data orientation with ability to set cadences, measure impact, and iterate to outcomes; bias toward action, collaboration, and results
Familiarity with hyperscaler services, product integrations, AI tools, and software development lifecycles; comfort evangelizing technical value in business and GTM terms
Bachelor’s degree or equivalent experience; unequivocal integrity, growth mindset, and deep curiosity for emerging technologies, partnership models, and new routes to market

Nice To Haves

AI-first company. This means you approach your work with a growth mindset and find ways to leverage AI to help make faster, smarter decisions that will 10x your impact at Box.

Responsibilities

Execute strategy for key partnerships with a focus on hyperscaler marketplace partnerships, aligning to GTM, product, and corporate objectives
Build and drive joint business plans and operating cadences that embed marketplace growth, innovation, and co-sell motions into field, solutions, and operations teams to establish consistent delivery of partnership goals
Develop and scale repeatable GTM motions, co-sell plays, private offer strategies, and marketplace programs that drive awareness, demand, adoption, and usage of marketplace and partner-enabled solutions
Translate customer and field insights into partner-aligned solutions and business cases to influence roadmap, integration, solution, and GTM priorities with a focus on hyperscaler environments and routes to market
Leverage marketplace programs, partner funding, and co-sell frameworks — such as private offers, co-sell motions, and program alignment — to accelerate growth, enable co-innovation, and streamline operations
Enable and orchestrate cross-functional stakeholders to deliver compelling joint value propositions, scalable solution narratives, and launch plans
Identify, incubate, and scale new partnership initiatives and processes that unlock marketplace revenue and operational efficiencies
Represent Box and its partnerships with credibility across internal leadership, partner executives, customers, from operating cadences to executive engagements and industry events