Director - AI Capacity Business Development

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.