Microsoft AR/VR Job | Sr. Business Development Director - AI at Scale/Cognitive Services
Job（岗位）: Sr. Business Development Director - AI at Scale/Cognitive Services
Type（岗位类型）: Business Development & Ventures
Citys（岗位城市）: Redmond, United States
Date（发布日期）: 2021-10-8
Summary（岗位介绍）
As the Sr. Director in the Microsoft AI , Mixed Reality and Silicon Platform Business Development you will focus on our AI@Scale and cognitive service customer solution areas in partnership with AI Platform engineering, OCTO, Azure computing, Strategy Development, marketing and sales to accelerate our: Core product proposition, win industry ecosystems, drive disruptive technologies, secure industry partnership, create new business models, and drive commercial agreements to truly shape Microsoft’s play in these key stragegic areas.
The role will require a blitzscaling perspective towards our AI@Scale proposition as well as growing the Azure AI GPT-3 API use with strategic partners and customers. Many of these will be research organisations spanning multiple industries. A willingness to engage with customers at different levels in their organisations as well as liasing closely with our engineering teams across the stack; from our system software, multi-hardware abstractions (including ORT) to our HPC systems, to drive large scale AI training demand.
For cognitive services (vision, speech, knowledge, language, etc.) including the Azure GPT-3 API, this role will be responsible for business development partnerships and deals, working closely with AI Platform engineering team, finance, marketing and OCTO.
Qualifications（岗位要求）
Required/Minimum 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 equivalent experience.
- 5+ years people management experience.
Additional or Preferred Qualifications
- Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 14+ 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 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 equivalent experience.
- 10+ years experience in the technology industry or a related industry OR in a technical role (e.g., IT, Engineering, cloud platforms, digital transformation, capabilities, solutions).
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.
Description（岗位职责）
People Management
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
Customer and Partner Focus
- Leverages internal and external relationships as a trusted advisor to advise complex (e.g., large, high impact) customers and partners in future strategic direction as a sought-out resource across multiple lines of business, geographies, and cultures, as appropriate; advises partners and decision makers on industry and company insights. Drives internal strategy and provides guidance to team in executing partnerships.
- Drives large scale (e.g., multi-year, high impact, high profile) customer and partner business initiatives by promoting and enabling joint-value creation, and selling of creative solutions for multiple lines of business. Looks across accounts and geographies to identify and address broad issues and trends. Drives strategic thinking among the team and cultivates a culture of customer and partner focus; shapes industry-wide initiatives and norms.
Partnership Strategy
- Creates business value propositions based on company, partner, and/or customer needs that drive long-term value creation. Drives support and action by influencing internal stakeholders and partners and promoting the value of opportunities.
- Anticipates the Microsoft value proposition versus competitors and works with stakeholders to influence solution roadmap to meet customer needs, leveraging knowledge in conjunction with product/industry teams to establish a foundation for future opportunities in competitive situations through collaboration. Provides subject matter expertise on the industry and competitive trends. Maintains a large industry network and may represent Microsoft externally by speaking at industry conferences and/or participating in industry groups. Educates the team on strategy and ensures strategic focus; drives knowledge sharing across teams and develops infrastructure to foster knowledge sharing across the organization.
- Leverages relationships with a diverse set of stakeholders and deep knowledge of customers, partners, and the business to seek out unique opportunities (e.g., whitespace opportunities, category creation) that cross business areas or target high-priority gaps in prominent industries, products, or accounts (e.g., high profile, high impact, large). Leverages trends in data to inform decisions across deals and maximize opportunity. Drives deals to increase growth and achieve desired outcome across partners and deals; anticipates potential issues, raises visibility, and leverages executive relationships to resolve escalations; provides input into recommendations on partners.
- Develops overarching strategies to address gaps and gains agreements on the opportunity pipeline; drives development of broad initiatives across organizational functions. Orchestrates processes for pipelines and opportunities that deliver results and optimize resources; coordinates on pipeline across teams, sharing insights and signals and drawing connections across groups. Leads pipeline reviews for the team. Prepares information for reporting to key stakeholders, including synthesizing key work for executive consumption.
Negotiation
- Represents Microsoft in key customer and partner interactions, and determines the deal structures for scalable and durable solutions in custom and complex business opportunities. Develops and implements strategic engagement models that achieve business opportunities from the largest customers and partners, manage the customer and partner interface, and provide deal structure to close complex global deals. Represents Microsoft as a role model. Resolves deal issues as an escalation point for junior colleagues. Establishes best practices and drives process improvements based on learnings across deals. Provides coaching and support to junior colleagues as a go-to resource for negotiation.
Deal Management/Governance
- Drives plans for managing deals with targeted strategies, prioritization, and implementation of communications and reporting. Designs programmatic approaches to address complex business opportunities, balancing risks and rewards. Drives team and business accountability by setting standards for the prioritization of targeted deals, development and evangelism of proven practice, and representation across Microsoft.
- 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. Collaborates with complex (e.g., multi-geography large partner, multiple lines of business) customers and partners to create market-changing business value. Demonstrates achieved implementation and high-impact business value (e.g., executive level recognition) for customers, partners, and the company. Anticipates and addresses issues preemptively, leveraging and engaging executives; provides recommendations into decisions to continue/discontinue deals. Course corrects to maximize deal value and preemptively minimize risk. Engages in fundamental revamping of approach as appropriate, and drives alignment across business groups within Microsoft Business Development (BD).
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