Business Development
BD builds partnerships that unlock new revenue, distribution, or capabilities. Long sales cycles, deal structuring, contract negotiation, and patient relationship building.
What you do.
- (01)
Identify and prioritize partnership opportunities aligned to company strategy.
- (02)
Source, pitch, and structure deals — revenue share, integrations, distribution, OEM.
- (03)
Negotiate term sheets and contracts in partnership with legal and finance.
- (04)
Manage partner relationships post-signing; drive activation and growth.
- (05)
Build the business case internally — model the deal and align stakeholders.
Key skills.
What they look for.
- (01)
Evidence of closing complex deals — even ambiguous, multi-stakeholder ones.
- (02)
Strong commercial instincts and modeling chops.
- (03)
Patience — deal cycles can be 6–18 months.
- (04)
Executive presence and ability to work across partner orgs.
Distinctions.
The same title can mean different things depending on the product, the company, and the stage. Here’s how to pick it apart.
BD vs. Sales
BD vs. Corp Dev
Strategic vs. Channel BD
Often confused with.
Roles that sit close to this one — useful to know whether you want the title or the adjacent version.
Resources.
Open the full file.
File / BD · 3 chapters. Long-form chapters sourced from HTC's internal guides — the kind of reading that pays off on callbacks.