{"id":2661298,"url":"https://alion.io/job/microsoft-director-ai-capacity-business-development","title":"Director - AI Capacity Business Development","company":{"id":18,"name":"Microsoft","domain":"microsoft.com","url":"https://alion.io/company/microsoft","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Eightfold","truth_index":{"grade":"B","score":80,"open_postings":292,"ghost_share":0,"stale_share":0.791,"repost_share":0,"time_to_fill_p50_days":28,"computed_at":"2026-10-23T05:54:15Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Washington, United States","Mountain View, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":130900,"max":251900,"currency":"USD","period":"year","gross":null,"usd_annual":251900},"salary_estimate":null,"experience_years_min":12,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Azure","optional":false}],"status":"live","first_seen_at":"2026-09-15T19:40:51Z","employer_posted_date":"2026-09-21","last_verified_at":"2026-10-23T19:17:13Z","board_verified":true,"closed_at":null,"days_open":38,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":38},"description":"OverviewMicrosoft's mission is to empower every person and every organization on the planet to achieve more. As AI transforms every product, service, and industry, access to world-class AI infrastructure has become one of Microsoft's most critical strategic priorities. The scale, efficiency, and flexibility of our AI capacity investments directly impact our ability to serve customers, accelerate innovation, and maintain leadership in the AI era.\nThe Azure Core & Infrastructure Business Development organization drives strategic partnerships, ecosystem development, and new business models across the infrastructure that powers Microsoft's cloud and AI platforms. We work closely with engineering, product, finance, supply chain, and strategy leaders to determine where Microsoft should build, buy, partner, or invest to accelerate growth, improve economics, expand capacity, and deliver differentiated customer value.\nWe 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.\nThis 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.\nIn this role, you will:\nDevelop a deep understanding of AI infrastructure markets, capacity constraints, emerging technologies, customer demand signals, and indusrty dynamics.\nShape Microsoft's multi-year AI capacity sourcing and partnership strategy.\nDrive strategic assessments of build, buy, partner, and invest opportunities across the AI ecosystem.\nLead complex commercial negotiations involving infrastructure capacity, compute platforms, and strategic partnerships.\nInfluence executive decision making related to AI infrastructure deployment, capacity optimization, supply management, and ecosystem strategy.\nEnsure Microsoft makes the best possible decisions regarding how AI capacity is deployed internally and made available to customers.\nThis 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.\nResponsibilities\nAI Capacity Strategy\nDevelop Microsoft's strategic roadmap for external AI capacity acquisition and ecosystem engagement.\nCreate 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.\nEvaluate capacity supply, technology trends, cost structures, performance characteristics, and partner capabilities to inform executive decision making.\nDrive strategic recommendations regarding how Microsoft should allocate AI workloads across internal and external infrastructure environments.\nDevelop frameworks for assessing long-term capacity requirements, market opportunities, and infrastructure investment priorities.\nPartner with executive leaders to shape Microsoft's AI capacity and ecosystem strategy.\nGPUaaS and Strategic Partnerships\nCo-develop Microsoft's business development strategy for GPUaaS and external AI infrastructure providers.\nManage relationships with strategic AI infrastructure partners and emerging ecosystem players.\nEvaluate partnership opportunities that improve Microsoft's access to capacity, increase operational flexibility, reduce costs, or accelerate deployment timelines.\nDevelop innovative commercial structures that align partner incentives with Microsoft's long-term strategic objectives.\nEstablish and execute multi-year partnership roadmaps with key ecosystem participants.\nIdentify opportunities to leverage external capacity providers while maintaining Microsoft's leadership position in cloud and AI infrastructure.\nNeocloud Strategy\nCo-lead Microsoft's strategy and engagement model for neocloud providers.\nAssess the role that specialized AI cloud providers should play within Microsoft's broader capacity strategy.\nEvaluate opportunities for strategic partnerships, commercial relationships, investments, and ecosystem development.\nAnalyze industry dynamics and emerging business models across the AI infrastructure landscape.\nDevelop recommendations regarding Microsoft's approach to specialized AI infrastructure providers and alternative capacity sources.\nPartner with engineering and planning teams to determine optimal integration and engagement models.\nBuild, Buy, Partner, and Invest Analysis\nLead strategic assessments across the AI infrastructure value chain.\nIdentify capability gaps and evaluate options including internal development, partnerships, acquisitions, and investments.\nConduct comprehensive technical, financial, operational, and strategic diligence.\nDevelop executive-level recommendations supported by market analysis, financial modeling, and market intelligence.\nPartner with Corporate Development, Finance, Strategy, and Engineering organizations to evaluate major strategic opportunities.\nInfluence investment decisions that impact Microsoft's long-term AI infrastructure position.\nCommercial Negotiation and Deal Leadership\nLead highly complex partnership discussions and commercial negotiations.\nStructure agreements involving capacity commitments, infrastructure utilization, strategic investments, joint development initiatives, and ecosystem partnerships.\nDrive alignment across Finance, Engineering, Supply Chain, CELA, Security, Product, and Executive stakeholders.\nRepresent Microsoft in executive-level discussions with CEOs, founders, investors, and senior leaders across the AI ecosystem.\nDevelop creative deal structures that balance strategic flexibility, economics, risk management, and long-term value creation.\nLead transactions from opportunity identification through final execution and implementation.\nExecutive Influence and Cross-Functional Leadership\nServe as a trusted advisor to senior executives across Microsoft.\nDevelop decision frameworks that help leadership navigate complex AI capacity tradeoffs.\nTranslate technical and operational considerations into clear business recommendations.\nLead cross-functional initiatives spanning Azure, AI Platform, Infrastructure, Finance, Supply Chain, and Corporate Strategy organizations.\nBuild alignment among diverse stakeholders and drive decisions in highly ambiguous environments.\nMentor and develop members of the broader Business Development organization.\nDeal Governance and Operational Excellence\nEstablish governance mechanisms for strategic partnerships and capacity agreements.\nMonitor partner performance against commercial, technical, and operational commitments.\nEnsure agreements deliver intended business outcomes and strategic value.\nDevelop executive reporting and performance management processes.\nIdentify emerging risks and proactively drive mitigation strategies.\nContinuously improve Microsoft's operating model for AI ecosystem management.\nOther\nEmbody Microsoft's culture and values.\nFoster a culture of accountability, collaboration, innovation, and inclusion.\nContribute to the growth and development of the Azure Core & Infrastructure Business Development organization.\nServe as a visible leader within Microsoft's AI and infrastructure ecosystem.\nQualifications\nRequired Qualifications\nBachelor'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.\nPreferred Qualifications\n8+ years of experience leading strategic partnerships, commercial negotiations, ecosystem development, or corporate strategy initiatives in the technology sector.\nExperience influencing executive-level decision making and driving strategic outcomes across large organizations.\n12+ years of experience in cloud infrastructure, AI, semiconductors, datacenter technologies, networking, or enterprise technology markets.\nDirect experience with GPUaaS providers, neocloud providers, hyperscalers, AI infrastructure companies, or semiconductor ecosystems.\nDeep understanding of GPU economics, AI training and inference workloads, cluster management, and capacity planning.\nExperience evaluating investment, acquisition, and strategic partnership opportunities.\nTrack record of negotiating and executing large-scale commercial agreements.\nExperience working directly with CEOs, founders, investors, and executive teams.\nProficient financial modeling, market analysis, and strategic planning capabilities.\nUnderstanding of emerging AI infrastructure architectures, capacity optimization techniques, and evolving AI deployment models.\nBusiness 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.\nCertain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:\nhttps://careers.microsoft.com/us/en/us-corporate-pay\nThis position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.\nMicrosoft 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. 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