Microsoft

Builds workplace software, PCs and cloud services

Business Architect - AI Workforce in SME&C

Sales OperationsConfirmed live in the last 24 hours

Full-timeRemote in USA$130.9k - $272.3k /yr

About the Job

Requirements

A bachelor's degree in Business Administration, Marketing, Finance, or Engineering, plus at least 5 years of experience in business consulting, sales, sales operations, information technology, account management, business development, marketing, IT field sales, or a related field, or equivalent experience.
At least 6 years of experience in near-term strategy (two years out), management consulting, sales, or finance.
Domain knowledge or experience working with Corporate, SMB, and Partners.
Preferred: A master's degree in Business Administration or a related field, plus at least 5 years of experience across marketing, strategy and GTM roles (to customer and through partner), sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience, or equivalent experience.
Preferred alternative: A bachelor's degree in Business, Finance, Economics, or Computer Science, or a related field, plus at least 7 years of experience in partner sales, partner development, or CSP GTM, marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience, or equivalent experience.
Preferred: Domain knowledge or expertise in AI Workforce and CSP for SMB and Corporate segments.
Preferred: At least 10 years of experience across marketing, strategy, and GTM roles (to customer and through partner).
Preferred: At least 5 years of experience in partner sales, partner development, or CSP GTM.
Preferred: Expertise in analyzing and decomposing complex systems to design and refine them toward desired outcomes.

Responsibilities

Lead the definition and execution of go-to-market strategies for AI Workforce for SME&C Corporate, Small and Medium Business, and Partner segments.
Lead segmentation, positioning, and growth plans that accelerate customer acquisition, expansion, and adoption.
Shape and lead the customer journey across acquisition, deployment, adoption, expansion, and renewal, ensuring each stage delivers measurable value.
Lead end-to-end go-to-market strategy in collaboration with Security and cross-CSA teams.
Connect pre-sales, deployment, adoption, and customer-success motions into a unified customer journey.
Champion value-realization frameworks and proof points that help customers and sellers demonstrate business impact from the workloads.
Work with partners to scale suite deployment, adoption, and value realization through repeatable partner-led motions.
Ensure 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.
Orchestrate cross-organizational alignment and execution consistency across business-model strategy, marketing strategy and content development, product-roadmap planning, and partner-ecosystem and channel strategy.
Lead and orchestrate the design and implementation of sales motions and strategic programs that drive customer growth, increase market penetration, and improve seller effectiveness.
Identify and lead opportunities to optimize customer-engagement strategies and develop approaches to reach new customer segments.
Enable sellers and partners to execute independently through customer targeting, engagement guidance, and success criteria.
Set and lead segmentation, targeting, upsell paths, and growth priorities across SME&C Corporate and SMB, with success measures and execution plans.
Represent business, competitor, and technical requirements, customer insights, and field feedback in leadership discussions with engineering, product, and business stakeholders.
Translate market needs and customer feedback into actionable business and product recommendations to shape executive decision-making.
Identify business gaps and lead corrective action to improve business metrics and achieve business targets.
Establish and monitor key performance indicators and success metrics measuring business impact and customer outcomes.
Use data-driven insights to evaluate progress, identify risks and opportunities, and recommend course corrections to improve performance and execution.
Lead strategic initiatives from planning through execution, ensuring business priorities become measurable results.
Build and sustain alignment across stakeholder groups to achieve organizational goals and customer-centric outcomes.
Orchestrate Engineering, Product Marketing, Business Planning, Finance, Services, Customer Success, field, and partner stakeholders around shared priorities, business objectives, and accountabilities.

Overview

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, Corporate, 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

Lead the definition and execution of go-to-market (GTM) strategies for AI Workforce for SME&C Corporate, Small and Medium Business (SMB), and Partner segments.
Proactively lead segmentation, positioning, and growth plans that accelerate customer acquisition, expansion, and adoption.
Shape and lead the customer journey so every stage — acquisition, deployment, adoption, expansion and renewal — adds up to measurable value.
Lead the end-to-end GTM strategy in collaboration with Security and cross-CSA teams.

Cross-Functional Business Alignment

Connect the integration of pre-sales, deployment, adoption and customer success motions into one journey that customers can follow from start to finish.
Champion 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.
Proactively ensure customer, partner and field needs shape product, offer and business decisions.
Proactively engage, influence, and align corporate and field stakeholders around strategic priorities, business objectives, and execution plans.
Orchestrate cross-organizational 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

Lead and orchestrate the design and implementation of innovative sales motions and strategic programs that drive customer growth, increase market penetration, and improve seller effectiveness.
Proactively identify and lead opportunities to optimize existing customer engagement strategies while developing approaches to reach new customer segments.
Empower sellers and partners to execute independently through clear customer targeting, engagement guidance and success criteria.
Set and lead 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

Act as an authoritative voice for business, competitor, and technical requirements, customer insights, and field feedback in leadership discussions with engineering, product, and business stakeholders.
Shape executive decision-making by proactively translating market needs and customer feedback into actionable business and product recommendations.
Champion customer, partner and field needs to shape product, offer and business decisions.

Performance Measurement & Business Insights

Proactively anticipate and identify business gaps, and lead corrective action to improve business metrics and achieve business targets
Own the establishment and monitoring of key performance indicators (KPIs) and success metrics that measure business impact and customer outcomes.
Lead with data-driven insights to evaluate progress, identify risks and opportunities, and recommend course corrections to improve performance and execution.

Business Leadership & Strategic Execution

Proactively lead strategic initiatives from planning through execution, ensuring business priorities are translated into measurable results.
Build and sustain alignment across multiple stakeholder groups to achieve organizational goals and deliver customer-centric outcomes.
Provide visible leadership by orchestrating 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

Required/minimum 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), account management, business development, marketing, IT field sales, or a related field
- OR equivalent experience.
6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
Domain knowledge/experience in working with Corporate, SMB and Partners

Additional or preferred qualifications

Master's Degree in Business Administration or related field AND 5+ years of experience across marketing, strategy and GTM roles (to customer and through partner), sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience
- OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of experience in partner sales, partner development, or CSP GTM, marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience
- OR equivalent experience.
Domain knowledge / expertise in AI Workforce and CSP, for SMB and Corporate segments
10+ years of experience across marketing, strategy 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.

Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 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.

About the Company

Microsoft

Builds workplace software, PCs and cloud services

Microsoft builds workplace software, operating systems and cloud infrastructure for consumers, businesses and government agencies, from small organizations to global enterprises. Microsoft 365 combines Word and Excel with Teams communication and Copilot AI features, while Windows runs PCs and Surface supplies the company's own computers. Azure rents computing capacity, storage and databases to build and run web applications. Microsoft also sells Xbox consoles and games, collecting revenue through software licenses, subscriptions, usage charges and product sales. Founded in 1975 by Bill Gates and Paul Allen, Microsoft is headquartered in Redmond, Washington.

Company size: 10,001+
Company stage: IPO
Headquarters: Redmond, WA
Founded: 1975

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