Deal Manager

**Team/Department & Purpose**
- As the scope of our business expands, there is an increasing reliance on the Deal Desk to design, approve, facilitate, and test innovative deals & commercial models in addition to maintaining its core strength of securing company revenue and profitability.
- Deal Desk encompasses more than 300 employees worldwide. The success and reputation of the Deal Desk is well established across all parts of Microsoft for driving billions of dollars of “good business”.
- Deal Desk is part of Microsoft’s Worldwide Commercial Finance organization sitting in Finance and reporting to Microsoft’s CFO Amy Hood.
- Deal Managers make empowered decisions on commercial solutions (product and services) using business judgment, financial analysis, technical knowledge, licensing and monetization principles, balancing customer’s, and Microsoft’s interests. Strong engagement and partnership with Field Sales, Product Groups, Engineering, CELA and other Corp functions. Deal Desk work closely with field sellers and customers to negotiate deal construct, pricing, and terms & conditions to close complex deals.

**Mission**

The responsibility that comes with this role requires a background in large enterprise sales. Background in Cloud technologies and a strong perspective of Digital Transformation are highly welcome, as Microsoft continues to assist customers in their journey to the cloud and helps them digitally transform their businesses. The role owner is expected to negotiate at GM and CxO level, both internally and externally.

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**:

- Customer satisfaction and licensing simplification. Work directly and indirectly with the largest customers to assist in determining and approving optimal licensing solutions that meets the customers’ needs while also simplifying the licensing experience and maximizing the revenue opportunity to Microsoft. Communicate customer requirements and licensing information to all levels of Microsoft.
- Empowerment and decision making, broad legal and financial authority, with extensive understanding of concession risks and cost of sales implications. Accountable for making decisions regarding concessions to drive deals to closure but minimizing risk to Microsoft and landing good profitable business.
- Subsidiary engagement. Pro-actively work with various levels of stakeholders to assist them in closing sales, driving consumption of Online Services, develop commercial offerings and analyze customer licensing requirements. Take a leadership role in working directly with sales teams to help determine how to drive the business forward while ensuring that customer satisfaction remains a top priority.
- Interface with the Microsoft headquarters (Seattle) based Product Groups, Legal and Operations to highlight licensing trends and challenges and ensure that the solutions developed meet the short and long term needs of both the customer and Microsoft while minimizing internal costs and any associated liabilities.
- Strategic commercial direction. Contribute to the overall strategic direction of Worldwide Commercial Finance by ensuring effective implementation and landing of strategy and offerings, testing pilots and providing feedback on new licensing strategies for regional and worldwide use.

**Qualifications**:

- Direct Sales experience with commercial enterprise customers.
- Good knowledge of the marketplace, competition, and specific challenges of major industry sectors driving negotiation behavior
- Must be able to support negotiation of large deals at senior customer level (CxO).
- Must be able to deal with a frequently changing environment, incomplete information, and complex stakeholder structures
- Strong analytical, mathematical, and tool skills (Excel, Pivot tables, data manipulation and transformation)
- Excellent communication and negotiation skills required, as well as excellent presentation skills, both internally and customer-facing
- An ability & appetite to learn and keep up to date your knowledge/understanding of Microsoft Products, Volume License offerings & Online Services to position Microsoft’s offerings vs competition.
- Intellectual Curiosity, in depth Analytical Skills, Project Management, Confidence
- Speak fluent English. The language for communication in all areas will be in English.
- Role requires occasional domestic or international travel