Senior Business Architect - AI Business Solutions Commercial Offers

Microsoft•,

3d•$130,900 - $272,300

About The Position

The Senior Business Architect – AI Business Solutions Commercial Offers – Go to Market (GTM), AI Workforce (AIWF) owns the end-to-end offer portfolio for Microsoft 365 Copilot, Cowork and Microsoft 365 E7. The role turns AI Business Solutions strategy into business results by designing, governing, activating and measuring offers and empowerments that drive Copilot seat growth, Cowork consumption and E7 upsell. The position is a core member of the Offer V-Team and the offers counterpart to the Core, Copilot and Cowork Business Architecture team. It reports to Andrew Ross, GM, ABS Business Architecture – BP & Agents. The role leads Business Architecture’s Plan, Align, Activate, Measure and Adapt loop for its offer portfolio, with Business Architecture responsible for the what and how and Business Excellence responsible for performance instrumentation and accountability. The successful candidate combines commercial and pricing judgment with operational rigor, prioritizes measurable impact, and designs offers that sellers can execute independently. The position works across product and business architecture, Deal Desk, Business Planning, Finance, field leadership, SE&O, CE and partner/CSP teams. It shapes offer strategy and governance, equips the field, tracks performance against business outcomes, and improves the operating model through automation, reusable playbooks and governed practices.

Requirements

Bachelor’s degree in Business Administration, Marketing, Finance, Engineering or a related field and 5+ years of experience in business consulting, sales, sales operations, IT, account management, business development, marketing, IT field sales or a related field, or equivalent experience.
6+ years of experience in near-term strategy (two years out), management consulting, sales or finance.
Experience leading large-scale strategic initiatives from planning 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, including the ability to turn complex offer data into clear recommendations and trade-offs for senior leaders.
Experience applying AI and data-driven insights, such as Power BI, to track performance, automate reporting and inform decisions.

Nice To Haves

Master’s degree in Business Administration or a related field and 5+ years of experience in marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics and/or a partner organization, or a bachelor’s degree in Business, Finance, Economics, Computer Science or a related field and 7+ years of experience in those areas, or equivalent experience.

Responsibilities

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.
Design and refine the offer 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.
Consolidate overlapping offers and empowerments, retire low-performing variants, and map each offer to an MCEM stage and target segment.
Partner with Business Planning and Finance on pricing, discount thresholds and deal economics, and establish a business case and ROI hypothesis for each offer.
Run an intake process for programmatic promotions and negotiated discounts or empowerments, with defined criteria, decision rights and turnaround times.
Maintain the AIWF view in the Offer V-Team’s inventory of active offers and empowerments, including owners, status, thresholds and end dates, on a consistent weekly rhythm.
Keep the empowerment guide current as thresholds change and improve processes with Deal Desk, including rejection automation.
Resolve channel and segment conflicts, including CSP versus EA crossover on deals, before offers reach the field.
Translate offers into field-ready execution, including 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.
Maintain a consistent process for updating field content so sellers use an accurate version of each offer.
Ensure offers are simple enough for a seller to run without the offer owner present.
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, assign each to a named owner and drive them to closure.
Represent AIWF offers in ABS and MCAPS leadership reviews with clear recommendations and trade-offs.
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 Deal Desk and Business Planning empowerment-usage and promotion-tracking reports, with week-over-week views by area, OU and segment.
Partner with Business Excellence on scalable reporting for the ABS leadership team and weekly updates to MCAPS leadership.
Use cohort analysis and MBR/MPR inputs to determine which offers to scale, fix or retire.
Automate recurring offer reporting and status updates to reduce 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.