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Microsoft

Director- Business Development

Microsoft, San Francisco, CA, United States

The Data & AI Business Development team is responsible for strategic partnerships, opportunity identification, and growth initiatives across Microsoft’s Data & AI portfolio.

We are seeking a Director - Business Development to join the team driving AI partnerships and strategic initiatives, focused on commercial growth of Azure Open AI, Digital Natives, and Emerging AI Technologies.

In this role, you will:

  1. Define and author commercial and ecosystem strategies in close collaboration with product and marketing teams including creative partnership constructs, business models, and GTM strategies.
  2. Expand the reach and relevance of the Microsoft AI platform through meaningful engagements with leading partners and customers.
  3. Be knowledgeable on the AI space: follow the latest emerging AI news, develop technical/platform depth and have a systematic approach to identifying and executing against market trends.
  4. Demonstrate and live our values and principles of teamwork, curiosity, self-awareness, integrity, diversity, and allyship.

This work helps to develop partner strategies that enable commercial acceleration of our AI Platform.

Responsibilities

Partner & Customer Focus

  1. Leverage internal and external network to develop new strategic relationships. Develop relationships as a trusted advisor with key stakeholders. Work cross-functionally on internal strategy and with v-teams to deliver alignment on objectives and outcomes.
  2. Articulate the value of Microsoft solutions, leveraging knowledge of customer and partner business priorities and/or drivers to influence decision-making. Look across opportunities to identify and address broad issues and trends.

Market Signal

  1. Develop processes and channels for information gathering and reporting, including synthesizing key insights and trends gathered from engagements for executive consumption.

Partnership Strategy

  1. Encourage customers and partners to apply and amend a value proposition in order to create a partnership. Influence internal stakeholders and partners and promote the value of opportunities.
  2. Position the Microsoft value proposition versus competitors and work with stakeholders to influence the build/buy/partner decision to meet customer needs, leveraging knowledge of Microsoft and customer issues in conjunction with product/industry teams to establish a foundation for future opportunities in competitive situations through collaboration. Provide insight on industry and/or competitive trends and drive action based on insights.
  3. Identify and collaborate with a diverse set of stakeholders to develop plans to source deals that will accrue commercial value to the AI Platform. Identify opportunities and strategy and map target customers/partners. Provide input into recommendations on partners.
  4. Formulate partnership strategy for products and businesses with input from relevant stakeholders. Actively manage deal pipeline by identifying, promoting, prioritizing, guiding, and influencing processes that develop and deliver on pipeline opportunities and optimize resources.

Negotiation

  1. Represent Microsoft in key customer and partner interactions and recommend deal structures. Collaborate proactively to close opportunities and scale the business. Identify opportunities for customized approaches. Resolve deal issues as an escalation point for less experienced colleagues. Provide coaching and support to less experienced colleagues as a go-to resource for negotiation.

Deal Management/Governance

  1. Develop plans for managing deals, including communications and reporting with Microsoft stakeholders. Resolve blocking issues using known techniques.
  2. Collaborate with customers, partners, and Microsoft colleagues to develop post-deal governance and ensure design, communication, and alignment in creation and implementation of execution plans across a portfolio of deals within a particular domain.
  3. Ensure customers and partners are prepared for implementation.

Other

Embody our culture (https://careers.microsoft.com/v2/global/en/culture) and values (https://www.microsoft.com/en-us/about/corporate-values)

Qualifications

Required / Minimum Qualifications

  1. Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 10+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field)
  2. OR equivalent experience.

Additional or Preferred Qualifications

  1. Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 12+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field)
  2. OR Master's/Advanced Degree in Business, Sciences, or related field AND 10+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field)
  3. OR equivalent experience.
  4. 5+ years experience in the technology industry or a related industry OR in a technical role (e.g., IT, Engineering, cloud platforms, digital transformation, capabilities, solutions).

Business Development IC5 - The typical base pay range for this role across the U.S. is USD $129,200 - $248,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $162,000 - $268,900 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role until January 1, 2025.

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Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html).

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