Principal Business Development Manager, Strategic Partnerships

Box • Redwood City, CA

8h • 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 JLL, Morgan Stanley, 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 content, 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 differentiate our platform and accelerate growth. With Content + AI at the core of Box’s Intelligent Content Management platform, hyperscaler ecosystems are a 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 define and execute partnership strategy, launch marketplace-led GTM motions, shape product integrations, and operationalize joint business plans. You’ll collaborate across Sales, Product, Solutions Engineering, Marketing, and Customer Success while engaging directly with partner and customer executives to unlock growth, innovation, and operational leverage.

Requirements

• 7+ years in enterprise SaaS partnerships, alliances, or marketplace development, with meaningful experience at or within hyperscaler ecosystems (e.g., 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.
• Familiarity with hyperscaler services, product integrations, AI tools, and the software development lifecycle; comfort evangelizing technical value in business terms.
• Bachelor’s degree or equivalent experience; high integrity, growth mindset, and deep curiosity for emerging technologies and new routes to market.

Responsibilities

• 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.
• Identify, incubate, and scale new partnership initiatives that unlock incremental revenue and operational efficiency.
• Represent Box with credibility across internal leadership, partner executives, customers, and at industry events.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Number of Employees: 501-1,000 employees