Owns the commercial offer portfolio for Microsoft 365 Copilot, Cowork, and Microsoft 365 E7. Designs pricing, discounts, empowerments, governance, field activation, and performance measurement. Partners with Finance, Deal Desk, Business Planning, product, sales, and partner teams to improve offer ROI, simplify seller execution, resolve channel conflicts, automate reporting, and drive Copilot adoption, Cowork consumption, and E7 upsell across enterprise, commercial, public-sector, and education segments.
Overview
Responsibilities
Qualifications
Required/minimum qualifications
Microsoft Customer and Partner Solutions (MCAPS) Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.
MCAPS-Core AI Business Solutions (ABS) is at the forefront of Microsoft's AI transformation, helping organizations become AI-powered businesses. We bring together Microsoft's AI platform, customer expertise, and end-to-end execution capabilities to accelerate adoption, drive transformation, and deliver measurable business outcomes. From Copilot and AI agents to AI-powered business processes, we work at the intersection of innovation and impact, helping customers reimagine how work gets done and realize value faster. By combining deep technical expertise, customer insight, and a relentless focus on outcomes, our team is shaping the future of work for millions of people around the world. We are united by a shared mission: turning the promise of AI into real value for customers, partners, and Microsoft.
The AI Business Solutions Core (ABS-Core) organization helps customers transform business processes through AI, Copilot, Dynamics 365, and Power Platform. We accelerate AI adoption, drive business growth, and enable customers to achieve measurable outcomes across Sales, Service, ERP, and Power Platform solutions.
We are seeking a Senior Business Architect - AI Business Solutions Commercial Offers – Go to Market (GTM), AI Workforce (AIWF) to own the end-to-end offer portfolio for Microsoft 365 Copilot, Cowork and Microsoft 365 E7. Reporting to Andrew Ross, GM, ABS Business Architecture – BP & Agents, you will turn ABS strategy into business results by designing, governing, activating and measuring the offers and empowerments that drive Copilot seat growth, Cowork consumption and E7 upsell. You will be a core member of the Offer V-Team and the offers counterpart to the Core, Copilot and Cowork Business Architecture team.
The ideal candidate pairs commercial and pricing judgment with operational rigor, measures success by impact rather than offer count, and makes every offer simple enough that a seller can run the motion without them in the room.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
The role runs Business Architecture’s Plan, Align, Activate, Measure and Adapt loop for its offer portfolio: Business Architecture leads the what and how, and Business Excellence instruments performance and accountability.
Offer Strategy & Design
• Own the AI Business Solutions offer plan within the solution-area GTM plan for Microsoft 365 Copilot, Cowork and Microsoft 365 E7, including offer design, bill of materials and expected outcomes for each offer.
• Design and refine the portfolio, including Lightning Bolt (LBv1 and LBv2), the ME3→ME7 Renewal Bridge, the Mid-Term E7 Upsell Credit, Public Sector Copilot, Frontier Customer, Go+ Cowork credit packs, the MCA-E 30% empowerment, and EDU and Copilot ramps.
• Deliver higher impact from fewer offers: consolidate overlapping offers and empowerments that land on the same field receivers, retire low-performing variants, and map every offer to an MCEM stage and target segment.
• Partner with Business Planning and Finance on pricing, discount thresholds and deal economics so every offer has a clear business case and ROI hypothesis.
Offer Lifecycle, Intake & Governance
• Run a clear intake process for new offer requests, whether programmatic promotion or negotiated discount/empowerment, with defined criteria, decision rights and turnaround.
• Maintain the AIWF view in the Offer V-Team’s single inventory of offers and empowerments in play, with owners, status, thresholds and end dates, on a consistent weekly rhythm.
• Keep the empowerment guide current as thresholds change and drive process improvements with Deal Desk, such as rejection automation.
• Resolve channel and segment conflicts, including CSP versus EA crossover on deals, before offers reach the field.
Field Activation & Enablement
• Translate each offer into field-ready execution: golden paths, MCEM seller guidance, compete content and enablement across Enterprise and SME&C, including SME&C field empowerments.
• Activate priority programs, including Frontier Customer through SE&O, Go+ Cowork toward 800 Ts&Cs, CIO Summit Cowork customer offers, and the Cowork 200 program, a 90-day sprint across 200 named accounts toward the FY27 $2.2B Cowork/UBB CCR goal.
• Run a consistent process for updating field content so sellers always work from one accurate version of each offer.
• Hold every offer to one test: a seller can run the motion without you in the room.
Cross-Functional & Stakeholder Leadership
• Partner with Seth Patton’s Business Architecture team (Core, Copilot, Cowork) to align offers with product GTM plans and launch timing.
• Align Deal Desk, Business Planning, Finance, GES field leadership, SE&O, CE and partner/CSP teams on offer design, approvals and execution.
• Surface field and deal issues early, route each to a named owner, and drive it to closure.
• Represent AIWF offers in ABS and MCAPS leadership reviews with clear recommendations and trade-offs.
Offer Performance, Insights & Reporting
• Define and track offer uptake and ROI against Copilot seats/NPSA, Copilot PRU, Cowork consumption revenue (CCR) and ME7 attach.
• Map offers at TPID level to NPSA and seat-conversion impact in the Deal Desk and Business Planning empowerment usage and promo tracking reports, with week-over-week views by area, OU and segment.
• Partner with Business Excellence on a scalable reporting motion that feeds the ABS leadership team and weekly updates to MCAPS leadership.
• Use cohort analysis and MBR/MPR inputs to decide which offers to scale, fix or retire.
Change the Way We Work
• Automate recurring offer reporting and status updates to remove manual data pulls.
• Build reusable playbooks, templates and agents for offer intake, approval and field communication.
• Establish governed operating patterns for offers that other solution areas can adopt.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience.
- 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
Additional or preferred qualifications
- Master's Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience OR equivalent experience.
- Experience leading large-scale strategic initiatives from plan through execution to measurable business results.
- Demonstrated ability to influence senior stakeholders and drive alignment across a matrixed organization.
- Experience designing, pricing or governing commercial offers, promotions, discounts or deal empowerments for enterprise software, subscription or consumption-based products.
- Knowledge of Microsoft 365, Microsoft 365 Copilot and Microsoft commercial constructs (EA, MCA-E, CSP), including seat-based and consumption-based offers.
- Experience with Deal Desk, Business Planning or pricing operations, including empowerment and approval processes.
- Familiarity with MCEM and field sales motions across Enterprise and SME&C, including Public Sector and Education.
- Exceptional communication and executive storytelling skills, with the ability to turn complex offer data into clear recommendations and trade-offs for senior leaders.
- Experience applying AI and data-driven insights (e.g., Power BI) to track performance, automate reporting and inform decisions.
Sales Strategy Enablement 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.
Microsoft 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. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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