Microsoft

Director - AI Capacity Business Development

Microsoft • $130K — $251K *
Redmond, WA 98052In-Person
Enterprise Technology
8 - 10 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • Bachelor's degree in a relevant field with 10+ years of experience in business development or related disciplines.
  • 8+ years of experience in leading strategic partnerships and commercial negotiations.
  • 12+ years of experience in cloud infrastructure, AI, or related technology markets.
  • Direct experience with GPUaaS providers and neocloud ecosystems.
  • Deep understanding of AI training workloads and capacity planning.

Responsibilities

  • Develop Microsoft's strategic roadmap for AI capacity acquisition and ecosystem engagement.
  • Drive strategic assessments of partnership opportunities across the AI ecosystem.
  • Lead complex commercial negotiations involving strategic partnerships.
  • Influence executive decision making on AI infrastructure deployment.
  • Partner with executive leaders to shape AI capacity and ecosystem strategy.

Benefits

  • Comprehensive benefits package including health insurance.
  • Collaborative working environment fostering innovation.
  • Opportunities for career advancement within Microsoft.
  • Flexible work arrangements to promote work-life balance.
Full Job Description
Overview

We are seeking a Director, AI Capacity Business Development to lead Microsoft's external strategy and partnership ecosystem for AI capacity. This leader will shape how Microsoft sources, acquires, deploys, and optimizes AI infrastructure capacity across a rapidly evolving market that includes hyperscalers, neocloud providers, GPU-as-a-Service (GPUaaS) platforms, model developers, datacenter operators, and emerging AI infrastructure companies.

This role sits at the intersection of technology strategy, capacity planning, business development, and executive decision making. The successful candidate will help define Microsoft's long-term AI capacity strategy, manage key ecosystem partnerships, evolve Microsoft's approach to neoclouds and alternative infrastructure providers, and influence some of the company's most important decisions regarding where and how AI workloads should be deployed.

In this role, you will:
  • Develop a deep understanding of AI infrastructure markets, capacity constraints, emerging technologies, customer demand signals, and indusrty dynamics.
  • Shape Microsoft's multi-year AI capacity sourcing and partnership strategy.
  • Drive strategic assessments of build, buy, partner, and invest opportunities across the AI ecosystem.
  • Lead complex commercial negotiations involving infrastructure capacity, compute platforms, and strategic partnerships.
  • Influence executive decision making related to AI infrastructure deployment, capacity optimization, supply management, and ecosystem strategy.
  • Ensure Microsoft makes the best possible decisions regarding how AI capacity is deployed internally and made available to customers.

This role offers a unique opportunity to influence the future of Microsoft's AI infrastructure strategy and help determine how the company scales the next generation of AI services globally.

Responsibilities

AI Capacity Strategy
  • Develop Microsoft's strategic roadmap for external AI capacity acquisition and ecosystem engagement.
  • Create and maintain a comprehensive view of the global AI infrastructure landscape, including hyperscalers, neoclouds, GPUaaS providers, model companies, datacenter operators, infrastructure startups, and hardware vendors.
  • Evaluate capacity supply, technology trends, cost structures, performance characteristics, and partner capabilities to inform executive decision making.
  • Drive strategic recommendations regarding how Microsoft should allocate AI workloads across internal and external infrastructure environments.
  • Develop frameworks for assessing long-term capacity requirements, market opportunities, and infrastructure investment priorities.
  • Partner with executive leaders to shape Microsoft's AI capacity and ecosystem strategy.

GPUaaS and Strategic Partnerships
  • Co-develop Microsoft's business development strategy for GPUaaS and external AI infrastructure providers.
  • Manage relationships with strategic AI infrastructure partners and emerging ecosystem players.
  • Evaluate partnership opportunities that improve Microsoft's access to capacity, increase operational flexibility, reduce costs, or accelerate deployment timelines.
  • Develop innovative commercial structures that align partner incentives with Microsoft's long-term strategic objectives.
  • Establish and execute multi-year partnership roadmaps with key ecosystem participants.
  • Identify opportunities to leverage external capacity providers while maintaining Microsoft's leadership position in cloud and AI infrastructure.

Neocloud Strategy
  • Co-lead Microsoft's strategy and engagement model for neocloud providers.
  • Assess the role that specialized AI cloud providers should play within Microsoft's broader capacity strategy.
  • Evaluate opportunities for strategic partnerships, commercial relationships, investments, and ecosystem development.
  • Analyze industry dynamics and emerging business models across the AI infrastructure landscape.
  • Develop recommendations regarding Microsoft's approach to specialized AI infrastructure providers and alternative capacity sources.
  • Partner with engineering and planning teams to determine optimal integration and engagement models.

Build, Buy, Partner, and Invest Analysis
  • Lead strategic assessments across the AI infrastructure value chain.
  • Identify capability gaps and evaluate options including internal development, partnerships, acquisitions, and investments.
  • Conduct comprehensive technical, financial, operational, and strategic diligence.
  • Develop executive-level recommendations supported by market analysis, financial modeling, and market intelligence.
  • Partner with Corporate Development, Finance, Strategy, and Engineering organizations to evaluate major strategic opportunities.
  • Influence investment decisions that impact Microsoft's long-term AI infrastructure position.

Commercial Negotiation and Deal Leadership
  • Lead highly complex partnership discussions and commercial negotiations.
  • Structure agreements involving capacity commitments, infrastructure utilization, strategic investments, joint development initiatives, and ecosystem partnerships.
  • Drive alignment across Finance, Engineering, Supply Chain, CELA, Security, Product, and Executive stakeholders.
  • Represent Microsoft in executive-level discussions with CEOs, founders, investors, and senior leaders across the AI ecosystem.
  • Develop creative deal structures that balance strategic flexibility, economics, risk management, and long-term value creation.
  • Lead transactions from opportunity identification through final execution and implementation.

Executive Influence and Cross-Functional Leadership
  • Serve as a trusted advisor to senior executives across Microsoft.
  • Develop decision frameworks that help leadership navigate complex AI capacity tradeoffs.
  • Translate technical and operational considerations into clear business recommendations.
  • Lead cross-functional initiatives spanning Azure, AI Platform, Infrastructure, Finance, Supply Chain, and Corporate Strategy organizations.
  • Build alignment among diverse stakeholders and drive decisions in highly ambiguous environments.
  • Mentor and develop members of the broader Business Development organization.

Deal Governance and Operational Excellence
  • Establish governance mechanisms for strategic partnerships and capacity agreements.
  • Monitor partner performance against commercial, technical, and operational commitments.
  • Ensure agreements deliver intended business outcomes and strategic value.
  • Develop executive reporting and performance management processes.
  • Identify emerging risks and proactively drive mitigation strategies.
  • Continuously improve Microsoft's operating model for AI ecosystem management.

Other
  • Embody Microsoft's culture and values.
  • Foster a culture of accountability, collaboration, innovation, and inclusion.
  • Contribute to the growth and development of the Azure Core & Infrastructure Business Development organization.
  • Serve as a visible leader within Microsoft's AI and infrastructure ecosystem.


Qualifications

Required Qualifications
  • Bachelor's Degree in Business, Engineering, Computer Science, Economics, Finance, Sciences, or related field AND 10+ years of relevant experience in business development, strategy, product management, finance, engineering, consulting, venture capital, private equity, investment banking, corporate development, or related disciplines; OR equivalent experience.

Preferred Qualifications
  • 8+ years of experience leading strategic partnerships, commercial negotiations, ecosystem development, or corporate strategy initiatives in the technology sector.
  • Experience influencing executive-level decision making and driving strategic outcomes across large organizations.
  • 12+ years of experience in cloud infrastructure, AI, semiconductors, datacenter technologies, networking, or enterprise technology markets.
  • Direct experience with GPUaaS providers, neocloud providers, hyperscalers, AI infrastructure companies, or semiconductor ecosystems.
  • Deep understanding of GPU economics, AI training and inference workloads, cluster management, and capacity planning.
  • Experience evaluating investment, acquisition, and strategic partnership opportunities.
  • Track record of negotiating and executing large-scale commercial agreements.
  • Experience working directly with CEOs, founders, investors, and executive teams.
  • Proficient financial modeling, market analysis, and strategic planning capabilities.
  • Understanding of emerging AI infrastructure architectures, capacity optimization techniques, and evolving AI deployment models.


Business Development 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:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

About Microsoft

Microsoft is an American multinational corporation that develops, manufactures, licenses, supports, and sells a range of software products and services. Microsoft’s devices and consumer (D&C) licensing segment licenses the Windows operating system and related software, Microsoft Office for consumers, and the Windows Phone operating system. The company’s computing and gaming hardware segment provides Xbox gaming and entertainment consoles and accessories, second-party and third-party video games, and Xbox Live subscriptions; surface devices and accessories; and Microsoft PC accessories. Its phone hardware segment offers Lumia smartphones and other non-Lumia phones. Its D&C segment provides Windows Store, Xbox Live transactions, and Windows phone store; search advertising; display advertising; Office 365 Home and Office 365 Personal; first-party video games; and other consumer products and services as well as operating retail stores. Microsoft’s commercial licensing segments license server products, including Windows Server, Microsoft SQL Server, Visual Studio, System Center, and related Client Access Licenses (CALs); Windows Embedded; Windows operating system; Microsoft Office for business, including Office, Exchange, SharePoint, Lync, and related CALs; Microsoft Dynamics business solutions; and Skype. Its commercial segment offers enterprise services, including premier support services and Microsoft consulting services; commercial cloud comprising Office 365 Commercial, other Microsoft Office online offerings, Dynamics CRM Online, and Microsoft Azure; and other commercial products and online services. The company markets and distributes its products through original equipment manufacturers, distributors, and resellers, as well as online.

Microsoft Careers

Join Microsoft today and be part of a company that values innovation, leadership, and diversity in its workforce. As a global leader in technology and digital transformation, Microsoft offers unparalleled job opportunities that propel your career to new heights.

Explore Career Opportunities at Microsoft

Whether you're a seasoned professional looking for your next challenge or a recent graduate eager to start your career, Microsoft has a position that suits your skills and ambitions. We are committed to fostering a culture of growth and learning, where every team member is supported in expanding their horizons.

Internship Programs

Kickstart your career with a Microsoft internship. Our internships provide invaluable workplace experience and networking opportunities in a supportive and dynamic environment. You'll work on real projects, learn from industry leaders, and gain the skills necessary for a successful career in technology.

Employment Benefits

Choosing a career at Microsoft means more than just a job. Our employees enjoy a range of benefits designed to empower them both professionally and personally. These include comprehensive health benefits, flexible working conditions, and opportunities for career advancement through professional development and diversity training.

Inclusive Culture and Diversity

At Microsoft, we believe that innovation comes from diversity of thought and inclusion. We are committed to a workplace where everyone feels valued and inspired. Our leadership is dedicated to fostering an environment where diverse perspectives lead to breakthrough innovations and a competitive edge.

Grow with Us

Career growth at Microsoft is about more than climbing the corporate ladder; it's about continuous learning, expanding your skills, and improving your capabilities. With access to various leadership and training programs, you can evolve as a professional and make a significant impact within the company and on the global stage.

Hiring Process

Our hiring process is designed to identify true potential. Starting with a review of your resume, followed by interviews that assess your problem-solving abilities and cultural fit, we ensure that all candidates have a fair chance to demonstrate their strengths and potential to contribute to our team.

Networking and Professional Development

Microsoft is a place where you can build a professional network that spans the globe. Our employees benefit from connections with top-tier professionals and industry leaders, which opens doors to innovative projects and collaborative opportunities that are second to none.

Join Our Team

If you're ready to take on exciting challenges and make a difference in the world of technology, explore the job opportunities at Microsoft. Search for open positions that match your skills and interests, and prepare to embark on a rewarding career path filled with innovation and opportunities for personal and professional growth.

Stay Connected

Keep up to date with the latest at Microsoft Careers by subscribing to our job alert emails. Get tailored content that aligns with your career preferences and discover the exciting and rewarding opportunities that await at Microsoft.

SEARCH MICROSOFT JOBS

At Microsoft, your future is limitless. Join us in our mission to empower every person and every organization on the planet to achieve more. Your journey with Microsoft starts here.
Learn more about Microsoft
Size
181,000 employees
Market Cap
$1,762.4 billion
Industry
Enterprise Technology
Net Income
$51.3 billion
Founded
1975
5 Year Trend
+15.5%
Revenue
$153.2 billion
NASDAQ
MSFT
* Ladders Estimates

Similar Jobs

Ad banner background

Get Ready For Your
Next Interview

More Jobs at Microsoft

More Enterprise Technology Jobs

Find similar Director - AI Capacity Business Development jobs:

NationwideRedmond, WA