Business Architect - AI Workforce in SME&C

**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](https://nam06.safelinks.protection.outlook.com/?url=https%3A%2F%2Fcareers.microsoft.com%2Fv2%2Fglobal%2Fen%2Fculture&data=05%7C02%7Csgrottke%40microsoft.com%7C28d3ebe418fe474f3f0808dd9d7506bc%7C72f988bf86f141af91ab2d7cd011db47%7C1%7C0%7C638839848128329031%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=9Ct%2B18uR0GzblW7aCoNTyznCOdD8CSADK7SSZCrffzs%3D&reserved=0) and [values.](https://www.microsoft.com/en-au/about/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: 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.**](https://careers.microsoft.com/v2/global/en/accessibility.html)