WHAT IS BOX?
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 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.
WHY BOX NEEDS YOU
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.
**WHAT YOU'LL DO **
- 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
WHO YOU ARE
Our Boxers are passionate leaders who focus on blowing customers’ minds. We’re an 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. To thrive in this role, you have:
- 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
Box lives its values, with community and in-person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week.Your Recruiter will share more about how we work and company culture during the hiring process.
At Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our company, and our world. We aim to recruit a passionate, high-performing workforce that reflects the world we live in.** **If you are head-over-heels about this role but unsure if you meet all the requirements, we encourage you to apply!
EQUAL OPPORTUNITY
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation. Box strives to respect the dignity and independence of people with disabilities and is committed to giving them the same opportunity to succeed as all other employees. Inclusiveness is core to our culture at Box, and we strive to ensure you get the most from your interview experience.
Box makes reasonable accommodations for applicants with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please complete this form. Reasonable accommodations may include scheduling adjustments, document dictation and beyond.
Notice to applicants in Los Angeles: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the Los Angeles Fair Chair Ordinance. The Fair Chance Ordinance is provided here.
Notice to applicants in San Francisco: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chair Ordinance. The Fair Chance Ordinance is provided here.
For details on how we protect your information when you apply, please see our Personnel Privacy Notice. If you are a California-resident, please read our California Applicant & Candidate Privacy Notice here.
#LI-JA
Box is committed to fair and equitable compensation practices. Actual base salary (or OTE if commissionable role) is dependent upon factors such as: knowledge, skill level, experience, and work location. This role is also eligible for equity and benefits. For more information, check out our benefits and perks. __
__In accordance with OFCCP compliance, here is the Pay Transparency Provision. __
United States Pay Range
$204,000—$225,000 USD