Senior Director, Business Development

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Date posted

Dec 11, 2024

Job number

1792995

Work site

Up to 50% work from home

Travel

0-25 %

Role type

People Manager

Profession

Business Development & Ventures

Discipline

Business Development

Employment type

Full-Time

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 Senior Director, Business Development to join and lead 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:

• Lead and develop a high performing team of business development professionals, setting the tone, culture and expectations of high-quality impact and execution

• Define and author commercial and ecosystem strategies in close collaboration with product and marketing teams including creative partnership constructs, business models, and Go-To-Market (GTM) strategies

• Expand the reach and relevance of the Microsoft AI platform, through meaningful product and marketing engagements with leading partners and customers

• Upskill the team and work closely with product, engineering, marketing, sales, finance and legal teams to evaluate, explore and execute strategic partnerships and initiatives

• Be an expert on the AI space: follow the latest news, network heavily, develop technical / platform depth and have a systematic approach to identifying and executing against market trends

• Demonstrate and live our values and principles of teamwork, curiosity, self-awareness, integrity, diversity and allyship

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

Required Qualifications

• 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)
  • OR equivalent experience.
• 5+ years people management experience.

Additional or Preferred Qualifications

• Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 15+ 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)
  • 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, or related field)
  • OR equivalent experience.
• 5+ years experience in the technology industry or a related industry OR in a technical commercial role (e.g., cloud platforms, digital transformation, capabilities, solutions).

Business Development M6 - The typical base pay range for this role across the U.S. is USD $154,500 - $273,400 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 $199,600 - $299,400 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 January1, 2025.

#BDSV

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
• Model - Live our culture; Embody our values; Practice our leadership principles.
• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Partnership Strategy

• Works with stakeholders to influence partnership decisions to meet customer needs, leveraging knowledge of Microsoft and customer issues to establish a foundation for future opportunities in competitive situations through collaboration. Provides insights on industry and/or competitive trends and drives action based on insights. Educates the team on strategy and ensures strategic focus. Drives knowledge sharing within the team.
• Identifies and collaborates with a diverse set of stakeholders to develop plans to source deals that target high-priority gaps across technology, product, business, and/or geography. Leverages trends in data to inform decisions across deals. Identifies opportunities and strategy and maps target customers/partners. Anticipates potential issues, raises visibility, and leverages executive relationships to resolve escalations. Provides input into recommendations on partners.
• Manages pipeline by identifying, promoting, prioritizing, guiding, and influencing processes that develop and deliver on pipeline opportunities and optimize resources. Leads pipeline reviews for the team. Prepares information for reporting to key stakeholders, including synthesizing key work for executive consumption.

Influence & Communication

• Leverages internal and external network to develop new strategic relationships at the executive level. Develops relationships as a trusted advisor with key stakeholders. Drives internal strategy and provides guidance to the team in executing partnerships.
• Articulates the value of Microsoft AI solutions, leveraging knowledge of customer and partner business priorities and/or drivers to influence decision making. Looks across opportunities to identify and address broad issues and trends. Drives strategic thinking among the team and fosters a culture of customer and partner focus.

Problem Solving & Insights

• Synthesizes broad findings into insights, including implications that inform business decisions on complex issues, leveraging executive presence to influence decisions and proactively driving solutions to high-impact strategic questions and unaddressed opportunities.
• Identifies and scopes expansive ideas and bold bets; leverages insights to develop recommendations and provide thought leadership (e.g., trend identification, implications of competitor moves) around potential future growth opportunities.
• Sells value of new efforts to business partners and/or senior leadership. Guides team through development of frameworks and methodologies to drive problem solving and insights.

Negotiation

• Leads complex deal negotiations representing Microsoft. Delivers creative deal structures and is seen as a thought leader in deal negotiation and strategy. Resolves deal issues as an escalation point and engages executive level counterparts to reach desired outcomes.
• Establishes best practices and drives process improvements based on learnings across deals and ensure the team is developing their negotiation acumen.

Deal Management/Governance

• Guides the team with load balancing and prioritizing targeted deals. Serves as an escalation point to resolve blocking issues.
• Develops Key Performance Indicators (KPIs) to demonstrate achieved business value. Troubleshoots complex issues and helps team course corrects as appropriate.

Other

• Embody our culture and values