Lead Business Development Representative

Cross-team expert

Career Explorer · Sales · Business Development Representative

IC4 · Staff / LeadIndividual contributorStaff / Lead

Standard where business need supports the level

What the role involves

Autonomy: Sets approach for a domain
Scope: Multiple teams / major programs / critical capabilities
Time horizon: Quarters
Expertise and judgement: Integrates disciplines; influences architecture/process; multiplies others
Expected impact: Creates reusable direction and cross-team impact

Expected skills (21)

Grouped as human, professional and technical. Target proficiency uses the P1–P5 scale, and each row says what that level means for that particular skill.

Human (10)

Skill	Importance	Target	What that level looks like
Accountability Personal Effectiveness	Core	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Active listening Communication & Influence	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Collaboration Collaboration & Leadership	Core	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Critical thinking Thinking & Judgment	Core	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Customer empathy Personal Effectiveness	Core	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Learning agility Thinking & Judgment	Core	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Ownership Personal Effectiveness	Core	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Problem solving Thinking & Judgment	Core	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Verbal communication Communication & Influence	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.
Written communication Communication & Influence	Core	P3	Handles complex situations, adapts methods and coaches less-experienced colleagues.

Professional (11)

Skill	Importance	Target	What that level looks like
Business acumen Business & Strategy	Core	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Discovery Sales & Revenue	Core	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Account planning Sales & Revenue	Supporting	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
CRM process design Sales & Revenue	Supporting	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Consultative selling Sales & Revenue	Supporting	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Industry knowledge Business & Strategy	Supporting	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Opportunity qualification Sales & Revenue	Supporting	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Pipeline management Sales & Revenue	Supporting	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Sales forecasting Sales & Revenue	Supporting	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Sales negotiation Sales & Revenue	Supporting	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.
Value selling Sales & Revenue	Supporting	P4	Sets standards, integrates the skill across teams and resolves novel or high-impact problems.

Career ladder

Reached from

Senior Business Development RepresentativeIC3

Next steps

Principal Business Development RepresentativeIC5IC promotion
Move from cross-team leadership to enterprise/domain authority; shape strategy, investment, standards and multi-team outcomes.

Common consideration after sustained IC3/IC4 leadership; management is a separate career choice, not a required promotion.

What changes to advance

Move from cross-team leadership to enterprise/domain authority; shape strategy, investment, standards and multi-team outcomes.

Source: Microsoft Careers; ONET · JF0167-IC4