Director of Business Architecture for G42

Microsoft and G42, a leading UAE-based AI technology holding company and the UAE National AI Champion, have announced a strategic partnership with multiple pillars aimed at responsibly elevating AI adoption to transform emerging nations. One of these pillars involves co-building and co-innovating solutions in areas such as National Large Language Models, Sovereign Public Cloud offerings, Cybersecurity, and Industry AI Solutions, all powered by Microsoft Azure Technologies.

As the Director of Business Architecture for G42, your primary responsibility will be leading the Go-to-Market (GTM) strategy for successful co-sell of these solutions, in partnership with the G42 partner team (GPS). This role requires active collaboration with cross-functional stakeholders from both Microsoft and G42, including stakeholders in Engineering, Marketing, Sales, and Finance, across both corporate and field functions. Your GTM strategy responsibilities will involve working across a broad set of stakeholders to define Intellectual Property (IP) SKU pricing and licensing, sales promotions, compensation structures, sales contests, business planning, sales prioritization, and the creation of sales and solution playbooks. You will also oversee initiatives related to pre-sales funding, partner and service implementation plans, and channel strategies.

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.

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 Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

Sales Strategy Enablement 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 September 25, 2024

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Sales Strategy Project/Program Leadership

• Develop and drive the Sales strategy to achieve worldwide goals in revenue and customers, through multiple projects and programs in partnership with teams across organizational boundaries and function as the lead to defining plans, goals, deliverables, feedback, resource balancing, and timing expectations.
• Design the execution motion of the Sales strategy and land it with field Sellers, Global Black Belts and GTM Managers to ensure adequate field support to customer acquisition and efficacy in the orchestration of MCEM (Microsoft Customer Engagement Methodology).
• Proactively identifies complex roadblocks to revenue and addresses them. Opens and drives improvement initiatives across groups including inbound product roadmap, project plans, business recommendations and monetization impact. Identifies, evaluates, and proposes new project work/deals based on unmet needs.
• Supports solution to Product escalations from both customers and the field and utilizes voice of customer to influence Engineering’s product roadmap by aligning feature developments prioritization to largest monetization and consumption opportunities.

Cross Functional Joint Planning

• Establishes and maintains key points of contact with internal teams at both organizations (e.g., Finance, Marketing, Engineering, Field Sales). Manages and cultivates relationships with leaders of internal teams. Builds relationships with leadership executives. Acts as an advisor to leadership on a particular area of expertise and market awareness to inform strategic sales planning decisions. Demonstrates influence through partners across multiple partner types. Influences for impact by motivating others to buy into vision and execution. Drives alignment and influence towards common goal. Challenges status quo to drive business transformation.

Sales Insights, Readiness, and Activation

• Collaborates with business, platform, and tools experts to provide updates and report key metrics needed to assist Sales and Partner teams to drive the sales business forward. Collaborates with key stakeholders across Microsoft (e.g. Commercial Solution Areas [CSA], Sales, Enablement & Operations [SE&O], Go to Market [GTM], Global Partner Sales [GPS] and Customer Success Unit [CSU], etc.) as well as similar units in G42, to update the strategy. Provides insights into the Sales market, acts as a business conduit to broader internal and external stakeholders and adjusts plans when required to exceed business outcomes. Provide support for success measurements. Communicates with field sales on business updates and plans within multiple regions. Share best practices with peers.

Sales Landing

• Acts as a subject matter expert and defines landing strategies across various Microsoft & G42 sales and planning activities (e.g., Consulting Sales Strategy, Sales Model, Pre-Sales Model, Account and Territory Planning, etc.). Collaborates with Field and Corporate leaders to identify planning focus areas and cases for change. Integrates change management communicated by stakeholders and ensures compliance. Leads, manages, and adjusts plans and plays to achieve desired business outcomes. Addresses high-level escalations from field and corporate stakeholders. Ensures continuous improvement by providing feedback to product team.
• Coaches field on most efficient ways to craft deals utilizing full extent of Microsoft & G42 resources and enables sellers to understand sales motions to target high propensity accounts.

Problem Solving and Insights

• Synthesizes findings into insights across sales projects, including implications that inform sales go-to-market objectives, leveraging executive presence to influence decisions and proactively identifying expansive ideas for field and partner sales strategy. Leverages insights to develop recommendations and seeks to provide thought leadership (e.g., sales trend identification, implications of competitor moves, solution area gaps) around potential future growth opportunities and strategic issues for Microsoft & G42 sales processes. Creates frameworks and methodologies to drive problem solving and insights. Share best practices with peers.

Sales Market Research and Analysis

• Coaches and guides others in collecting and interpreting market-based research (e.g., product reports, previous sales revenue, geographic sales data, stakeholder feedback, expert calls) including researching existing business and identifying new spaces for Microsoft & G42 sales strategies and solution areas. Conducts analyses (e.g., financial modeling, product consumption forecasting, competitor trends) and leverages analyses of others to synthesize information. Creates initial framing for strategic sales questions with limited input and delivers structured output from analyses.

Other

• Embody our culture and values