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Director - AI Capacity Business Development

Microsoft Redmond, WA

Redmond, WA

Today

$131k - $252k/yr Full time Ai Ecosystem Ai Infrastructure Business Development

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Job Description

Microsoft is seeking a Director, AI Capacity Business Development to lead external strategy and a partnership ecosystem focused on AI infrastructure capacity. This role guides multi-year capacity sourcing and partnership decisions, including build/buy/partner/invest assessments and complex commercial negotiations that inform executive choices for AI workload deployment.

Key Responsibilities

Develop a deep understanding of AI infrastructure markets, capacity constraints, emerging technologies, customer demand signals, and industry 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 decisions reflect how AI capacity is deployed internally and made available to customers.
Develop a 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 support executive decisions.
Recommend how Microsoft allocates AI workloads across internal and external infrastructure environments.
Develop frameworks for long-term capacity requirements, market opportunities, and infrastructure investment priorities.
Partner with executive leaders to shape Microsoft’s AI capacity and ecosystem strategy.
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 partnerships that improve capacity access, increase operational flexibility, reduce costs, or accelerate deployment timelines.
Develop commercial structures that align partner incentives with Microsoft’s long-term 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.
Co-lead strategy and engagement model work for neocloud providers and assess specialized AI cloud providers within the broader capacity strategy.
Evaluate opportunities involving strategic partnerships, commercial relationships, investments, and ecosystem development across the AI infrastructure landscape.
Partner with engineering and planning teams to determine optimal integration and engagement models.
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, producing executive-level recommendations supported by market analysis and financial modeling.
Collaborate with Corporate Development, Finance, Strategy, and Engineering to evaluate major strategic opportunities and influence investment decisions tied to Microsoft’s long-term AI infrastructure position.
Lead highly complex partnership discussions and commercial negotiations, including structuring agreements for 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.
Lead transactions from opportunity identification through final execution and implementation.
Serve as a trusted advisor to senior executives, translating technical and operational considerations into business recommendations and decision frameworks.
Lead cross-functional initiatives spanning Azure, AI Platform, Infrastructure, Finance, Supply Chain, and Corporate Strategy organizations.
Mentor and develop members of the Business Development organization, including governance mechanisms for strategic partnerships and capacity agreements.
Monitor partner performance against commercial, technical, and operational commitments; ensure agreements deliver intended outcomes and strategic value.
Develop executive reporting and performance management processes, identify emerging risks, and drive mitigation strategies.
Continuously improve the operating model for AI ecosystem management and embody Microsoft’s culture and values.
Foster accountability, collaboration, innovation, and inclusion, and serve as a visible leader within Microsoft’s AI and infrastructure ecosystem.
Contribute to the growth and development of the Azure Core & Infrastructure Business Development organization.

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 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 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 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.

Compensation and Location

Location: Redmond, WA (onsite)
Base pay range (U.S.): USD $130,900 - $251,900 per year
Business Development IC5 typical base pay range across the U.S.: USD $130,900 - $251,900 per year
Different range for specific work locations (San Francisco Bay Area and New York City Metroplit): USD $165,600 - $272,300 per year

Education

Bachelor’s Degree in Business, Engineering, Computer Science, Economics, Finance, Sciences, or related field

Additional Information

Certain roles may be eligible for benefits and other compensation.
Applications will be accepted on an ongoing basis until the position is filled, with the position open for a minimum of 5 days.
Microsoft is an equal opportunity employer.

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