Job Description

Microsoft and G42, a leading UAE-based AI technology holding company and the UAE National AI Champion, have announced a strategic partnership with multiple pillars aimed at responsibly elevating AI adoption to transform emerging nations. One of these pillars involves co-building and co-innovating IPs in areas such as National Large Language Models, Sovereign Public Cloud offerings, Cybersecurity, and Industry AI Solutions, all powered by Microsoft Azure Technologies.
As the Director of Business Architecture for G42 within the Microsoft Operating Unit, your primary responsibility will be leading the Go-to-Market (GTM) strategy for an assigned suite of these IPs. This role requires active collaboration with cross-functional stakeholders from both Microsoft and G42, including stakeholders in Engineering, Marketing, Sales, and Finance, across both corporate and field functions. Your GTM strategy responsibilities will involve working across a broad set of stakeholders to define IP SKU pricing and licensing, sales promotions, compensation structures, sales contests, business planning, sales prioritization, and the creation of sales and solution playbooks. You will also oversee initiatives related to pre-sales funding, partner and service implementation plans, and channel strategies. You will be measured based on accelerating IP growth, achieving Azure Consumption Revenue (ACR) Targets for the IPs business plan, advocating for field operations, and ensuring that the customer's voice is heard across corporate functions to provide a feedback loop for the IPs' next releases, ensuring continuous IP growth and acceleration. Responsibilities
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Azure Marketplace Publishing Strategy for the IPs

• Develop Comprehensive Publishing Plans: Design and implement detailed publishing plans for each IP, ensuring alignment with overall business objectives and market demands. This includes setting timelines, defining key milestones, and coordinating with cross-functional teams to ensure timely and successful IP growth.
• Optimize SKU and Pricing Strategies: Conduct thorough market analysis to develop optimized SKU configurations and pricing strategies that enhance competitiveness and profitability. Regularly review and adjust these strategies based on market feedback and performance data.
• Coordinate Marketing and Promotional Activities: Collaborate with the marketing team to create compelling marketing materials and promotional campaigns that effectively communicate the value proposition of each IP. Leverage digital marketing channels, industry events, and partner networks to maximize market reach and impact.
• Licensing and Compliance: Ensure all IPs meet regulatory and compliance requirements across different markets. Oversee the licensing process, including the creation of licensing agreements, management of intellectual property rights, and adherence to legal standards.
• Monitor Performance and Drive Continuous Improvement: Utilize analytics tools to track the performance of published IPs in the marketplace. Gather and analyze customer feedback, sales data, and market trends to identify areas for improvement. Implement necessary adjustments to publishing strategies to enhance market performance and customer satisfaction.


Sales Strategy Project/Program Leadership


• Develop and drive the Sales strategy to achieve worldwide goals in revenue and customers, through multiple projects and programs in partnership with teams across organizational boundaries and function as the lead to defining plans, goals, deliverables, feedback, resource balancing, and timing expectations.
• Design the execution motion of the Sales strategy and land it with field Sellers, Global Black Belts and GTM Managers to ensure adequate field support to customer acquisition and efficacy in the orchestration of MCEM (Microsoft Customer Engagement Methodology).
• Proactively identifies complex roadblocks to revenue and addresses them. Opens and drives improvement initiatives across groups including inbound product roadmap, project plans, business recommendations and monetization impact. Identifies, evaluates, and proposes new project work/deals based on unmet needs.
• Supports solution to Product escalations from both customers and the field, and utilizes voice of customer to influence Engineering's product roadmap by aligning feature developments prioritization to largest monetization and consumption opportunities.



Cross Functional Joint Planning

• Establishes and maintains key points of contact with internal teams at both organizations (e.g., Finance, Marketing, Engineering, Field Sales). Manages and cultivates relationships with leaders of internal teams. Builds relationships with senior leadership executives. Acts as an advisor to senior leadership on a particular area of expertise and market awareness to inform strategic sales planning decisions. Demonstrates influence through partners across multiple partner types. Influences for impact by motivating others to buy into vision and execution. Drives alignment and influence towards common goal. Challenges status quo to drive business transformation.


Sales Insights, Readiness, and Activation

• Collaborates with business, platform, and tools experts to provide updates and report key metrics needed to assist Sales and Partner teams to drive the sales business forward. Collaborates with key stakeholders across Microsoft (e.g. Commercial Solution Areas [CSA], Sales, Enablement & Operations [SE&O], Go to Market [GTM], Global Partner Sales [GPS] and Customer Success Unit [CSU], etc.) as well as similar units in G42, to update the platforms and tools. Provides insights into the Sales market, acts as a business conduit to broader internal and external stakeholders and adjusts plans when required to exceed business outcomes. Provide support for success measurements based on data from tools and platforms. Communicates with field sales on business updates and plans within multiple regions. Share best practices with peers.


Sales Landing

• Acts as a subject matter expert and defines landing strategies across various Microsoft & G42 sales and planning activities (e.g., Consulting Sales Strategy, Sales Model, Pre-Sales Model, Account and Territory Planning, etc.). Collaborates with Field and Corporate leaders to identify planning focus areas and cases for change. Integrates change management communicated by senior level stakeholders and ensures compliance. Leads, manages, and adjusts plans and plays to achieve desired business outcomes. Addresses high-level escalations from field and corporate stakeholders. Ensures continuous improvement by providing feedback to product team.
• Coaches field on most efficient ways to craft deals utilizing full extent of Microsoft & G42 resources and enables sellers to understand sales motions to target high propensity accounts.


Problem Solving and Insights


• Synthesizes findings into insights across sales projects, including implications that inform sales go-to-market objectives, leveraging executive presence to influence decisions and proactively identifying expansive ideas for field and partner sales strategy. Leverages insights to develop recommendations and seeks to provide thought leadership (e.g., sales trend identification, implications of competitor moves, solution area gaps) around potential future growth opportunities and strategic issues for Microsoft & G42 sales processes. Creates frameworks and methodologies to drive problem solving and insights. Share best practices with peers.


Sales Market Research and Analysis

• Coaches and guides others in collecting and interpreting market-based research (e.g., product reports, previous sales revenue, geographic sales data, stakeholder feedback, expert calls) including researching existing business and identifying new spaces for Microsoft & G42 sales strategies and solution areas. Conducts analyses (e.g., financial modeling, product consumption forecasting, competitor trends) and leverages analyses of others to synthesize information. Creates initial framing for strategic sales questions with limited input and delivers structured output from analyses.


Other

• Embody our culture and values

Qualifications
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Required/Minimum Qualifications

• Bachelor's degree in business administration, Marketing, Finance, Engineering, or related field
• 12+ years' experience in business Consulting, Sales, Sales Operations and Enablement, Account Management, Business Development, Marketing, IT field Sales, or a related field.


Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.