MCAPS-Core accelerates customer outcomes and business growth. By bringing product, engineering, marketing, sales, customer success and partners together around a shared customer mission, we help customers realize value faster and turn innovation into business impact. We win competitively and scale repeatable growth patterns through deep technical expertise and differentiated go-to-market execution.
We are looking to hire a Business Architect to lead our global go-to-market (GTM) strategy for AI Workforce in SME&C. This role will require a mix of channel strategy, partner ecosystem development, GTM orchestration, and tight alignment with engineering, field sales, and marketing teams. You will be uniquely positioned to drive scalable change, playing a leadership role in accelerating Microsoft’s SME&C Growth priorities. The successful candidate will have high executive visibility, ownership of strategic initiatives, and the opportunity to define how the next generation of AI Workforce workloads are brought to market for SMB and partner segments. You will collaborate with a broad set of cross-functional teams within Microsoft Customer and Partner Solutions Core (MCAPS), Product Marketing, Business Planning, Finance, and Engineering.
Within Small, Medium Enterprises & Channel (SME&C), we serve Corporate and SMB customers at scale – reaching the breadth of the market through a customer-first operating model, a partner-led (CSP) motion, and high-velocity, digital-first engagement. This role focuses on designing strategy to generate pipeline and accelerate revenue across pricing levels (EA and CSP) while driving healthy usage, adoption, and renewal rates.
Our AI Business Solutions SME&C team is a collaborative, diverse group passionate about helping stakeholders accelerate the sales cycle to reach shared goals faster. We come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
Go-to-Market (GTM) Strategy & Planning
- Define and execute go-to-market (GTM) strategies for AI Workforce for SME&C Corporate, Small and Medium Business (SMB), and Partner segments.
- Drive segmentation, positioning, and growth plans that accelerate customer acquisition, expansion, and adoption.
- Design the customer journey so every stage — acquisition, deployment, adoption, expansion and renewal — adds up to measurable value.
- End to end GTM strategy in collaboration with Security and Cross CSA
Cross-Functional Business Alignment
- Connect pre-sales, deployment, adoption and customer success motions into one journey that customers can follow from start to finish.
- Build value-realization frameworks and proof points that help customers and sellers show business impact from the workloads
- Work with partners to scale suite deployment, adoption and value realization through repeatable partner-led motions.
- Make sure customer, partner and field needs shape product, offer and business decisions.
- Engage, influence, and align corporate and field stakeholders around strategic priorities, business objectives, and execution plans.
- Collaborate across organizations to ensure alignment and execution consistency across key GTM levers, including:
- Business model strategy
- Marketing strategy and content development
- Product roadmap planning
- Partner ecosystem and channel strategy
Sales Strategy & Enablement
- Design and implement innovative sales motions and strategic programs that drive customer growth, increase market penetration, and improve seller effectiveness.
- Identify opportunities to optimize existing customer engagement strategies while developing approaches to reach new customer segments.
- Give sellers and partners what they need to execute on their own: clear customer targeting, engagement guidance and success criteria.
- Define segmentation, targeting, upsell paths and growth priorities across SME&C Corporate / SMB with clear success measures and execution plans.
Voice of the Field & Executive Influence
- Represent business, competitor, and technical requirements, customer insights, and field feedback in leadership discussions with engineering, product, and business stakeholders.
- Influence decision-making by translating market needs and customer feedback into actionable business and product recommendations.
- Make sure customer, partner and field needs shape product, offer and business decisions.
Performance Measurement & Business Insights
- Establish and monitor key performance indicators (KPIs) and success metrics that measure business impact and customer outcomes.
- Leverage data-driven insights to evaluate progress, identify risks and opportunities, and recommend course corrections to improve performance and execution.
Business Leadership & Strategic Execution
- Drive strategic initiatives from planning through execution, ensuring business priorities are translated into measurable results.
- Foster alignment across multiple stakeholder groups to achieve organizational goals and deliver customer-centric outcomes.
- Orchestrate a diverse set of stakeholders (Engineering, Product Marketing, Business Planning, Finance, Services, Customer Success, field and partners) around shared priorities, business objectives and accountabilities.
Other:
Embody our culture and values.
Qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field, AND 5+ years' experience in business consulting, sales, sales operations, information technology (IT), business development, marketing, IT field sales, or a related field
- OR equivalent experience.
- 3+ years' experience in in near Term Strategy (1-2 years out), Management Consulting, or Finance.
- Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 6+ years of marketing, strategy, sales, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience
- OR equivalent experience.
- 7+ years of experience across strategy, sales, and GTM roles (to customer and through partner).
- 5+ years of experience in partner sales, partner development, or CSP GTM.
- Passion and expertise to analyze and decompose complex systems to design and refine toward desired outcomes.
- Domain knowledge / expertise in AI Workforce and CSP, for SMB and Corporate segments
Sales Strategy Enablement IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 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
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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