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The Microsoft AI Experiences and Monetization BD team has a unique opportunity to directly shape the strategic direction of AI and Microsoft’s Content Publisher Ecosystem. As a Director -Business Development, you will lead strategy development and relationships with key publishing partners to support Microsoft Copilot as well as own the development of crucial categories for AI model training. You’ll work collaboratively with partners and internal Microsoft teams both in Microsoft AI and across Microsoft to identify and capture business opportunities in a rapidly growing space and advance partnership approaches along with the industry and Microsoft. You will grow your career by developing new strategies in an evolving area and honing your deal making and negotiation skills through “first-chair” deal responsibilities.

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

Partner & Customer Focus

• Leverages internal and external relationships as a trusted advisor to advise complex (e.g., large, high impact) customers and partners on domain expertise as a sought-out resource across multiple lines of business, geographies, and cultures, as appropriate. Advises partners and decision makers on the industry and company and provides industry expertise internally and externally.

• Drives customer and partner business initiatives, and contributes to partner's strategy discussions, leveraging knowledge of customer and partner business priorities and/or drivers and anticipating changes and actions to drive influence around the product roadmap, prioritization, and proactively guide customer and partner decision making.

Partnership Strategy

• Creates business value propositions based on company, partner, and/or customer needs for a particular product/industry. Drives support and action by influencing internal stakeholders and partners and promoting the value of opportunities.

• Positions the Microsoft value proposition versus competitors and works 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. Provides insight on industry and/or competitive trends and drives action based on insights.

• Leverages relationships with a diverse set of stakeholders to identify and validate unique opportunities that cross business areas or target high-priority gaps across technology, product, business, and/or geography. Leverages trends in data to inform decisions across deals. Drives deals to increase growth and achieve desired outcomes, anticipating potential issues. Provides input into recommendations on partners.

• Formulates partnership strategy for products and businesses with input from relevant stakeholders. Manages pipeline by identifying, promoting, prioritizing, guiding, and influencing processes that develop and deliver on pipeline opportunities and optimize resources. Prepares information for reporting to key stakeholders, including synthesizing key work for executive consumption.

Negotiation

• Leads deal opportunities across deal stages (e.g., Strategic Approval (SA), Approval to Negotiate (A2N), Final Go-no-go (FGNG)). Resolves deal issues as an escalation point for less experienced colleagues. Establishes best practices and drives process improvements based on learnings across deals. Represents Microsoft in key customer and partner interactions, and defines the deal structure for scalable and durable solutions to complex business opportunities. Leverages deep understanding of risks, rewards, and negotiation skills to manage broad engagements across all business functions. Provides breakthrough ideas and collaborates to close strategic or high-impact opportunities in order to scale the business (e.g., cross-company, cross-product deals). Provides coaching and support to less experienced colleagues as a go-to resource for negotiation.

Deal Management/Governance

• Develops and implements plans for managing deals with workback schedules, key milestones, communications, and reporting.

• Collaborates with customers, partners, and Microsoft colleagues to develop post-deal governance and oversee the creation and implementation of execution plans across a portfolio of deals within domains, industries, and/or geographies. Demonstrates achieved implementation and high-impact business value (e.g., executive level recognition) for customers, partners, and the company. Manages escalations between large partners and customers through to resolution. Provides recommendations into decisions to continue/discontinue deals. Captures and shares learnings to improve future pipeline and business value communication. Course corrects to maximize deal value and preemptively minimize risk.

Other

• Embody our culture and values

Qualifications

Required/Minimum Qualifications

• 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)

• OR equivalent experience.

Additional or Preferred 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 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)

• OR equivalent experience.

• 8+ years experience in the technology industry OR in a technical role (e.g., IT, Engineering).

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 March 11, 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) .