GTM Scale Business Architect - AI and Agents

Job description

**Overview** MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market. The Commercial Solution Area and Cloud and AI Platforms (CAIP) Solution Area is pivotal in driving innovation and delivering comprehensive solutions to our customers. Our mission is to empower every person and every organization on the planet to achieve more by providing cutting-edge cloud and AI technologies. We are committed to enhancing customer engagement, optimizing business processes, and fostering a culture of continuous improvement and innovation. The CAIP Go-to-Market (GTM) team connects product, field, and customer needs – building and driving the end-to-end GTM plans that enables our field teams with programs and tools, technical guidance and sales resources to help customers become Frontier. As a Business Architect for AI, Agents and Intelligence in CAIP, you will own how we successfully land a AI and Agent scenarios at scale using field, partner, and direct-to-customer channels. how we turn a scenario that is proven once into a motion that repeats everywhere. Our team operates on a simple contract – proven → packaged → repeated, nothing skips a step – and this role owns the last and hardest step: scale. You will decide where we invest, operationalize programs into scalable execution, and own the visibility and ROI that tells us a motion is working. This role blends program design, business value engineering, partner and field scale mechanisms, IP packaging, sales orchestration, and execution. Success in this role will be measured by: opportunity and pipeline growth, repeatable execution and accounts scaled with the program. 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** **Analyze and assess acceleration paths** - **Diagnose the journey**: Instrument the customer and sales journey to identify where opportunities stall by conversation, segment and industry then build the right GTM scale engine investment at that stage - **Match the asset to the stage**: Own the logic for why each scale asset exists and what it accelerates - **Close the asset gaps**: Working with scenario Business Architects, identify which stage-level assets are missing, and hold the plan that closes the gap. **Build scale engines** - **Sales program****design:** Define and run cross-account motions built on real usage and propensity signals - **Hero offers**: Own and evolve hero build offers so that partners, not only Microsoft, can execute it at scale. - **Partner-executable scale**: Partner with teams to package our motions into offers partners can deliver end to end so customers are not left assembling capability from multiple vendors. **Lead sales strategy programs** - **Program leadership**: Develop, manage, and execute sales strategy programs with clear plans, deliverables, timelines, and accountability. - **Cross-team orchestration**: Build relationships with internal leaders and align business, platform, and tools experts to support sales and partner execution. - **Insights and performance**: Track key metrics, conduct market research, and synthesize findings into insights that shape landing strategies and GTM priorities. **Qualifications** ### Required/minimum qualifications - Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 4+ 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. - 3+ years experience in in Near Term Strategy (1-2 years out), Management Consulting, or Finance. ### ### Additional or preferred qualifications - Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 6+ years of marketing, strategy, sales, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience OR equivalent experience. - Demonstrated experience building repeatable, scalable GTM programs, offers, campaigns, accelerators or factories that were adopted by field sellers or partners, with evidence of adoption and ROI. - Experience executing complex initiatives and influencing cross-functional teams without direct authority. - GTM experience with Generative AI and Agents platforms at Microsoft, Google Cloud, Amazon Web Services, Frontier models, Data and Context platforms or similar enterprise tech platforms and solutions ideally across the agent and developer stack. - Knowledge of MCEM or an equivalent enterprise sales methodology, and of how assets accelerate specific stages of a sales journey. Sales Strategy Enablement IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 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)