Deal Manager

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

• Make empowered decisions on customer agreements using business judgment and licensing principles.
• Work with customers to negotiate pricing, licensing terms, and deal conditions necessary to sign agreements.
• Collaborate with sales, legal, and business groups to identify and resolve agreement issues.
• Ensure sales and negotiation strategies adhere to established guidelines, policies, and legal standards.
• Share best practices and strategies with internal teams to improve Microsoft's sales capabilities

• Orchestrates high levels of strategic conversations internally or externally. Proactively engages with others to align strategy to customer needs. Serves as trusted business partner to influence customers to solutions aligned to customer strategic needs, including collaboration across product and engineering or domain and account teams. Ensures the offer meet customer needs. Drives accountability/alignment in resolving cross-functional issues to successful conclusion. Serves as trusted advisor to executives as well as peers (e.g., reviewing deals and structure of deal with peers, developing deals through lessons learned).
• Demonstrates fundamental understanding of customer business needs and desired outcomes. Contributes to developing deal scenarios and proposals. Develops industry knowledge and analysis to contribute to crafting solutions. Understands what customer does and how, and aligns deal solutions to business outcomes. Contributes to early engagement, planning and ideation process. Engages in challenger conversations appropriately. Understands how to deliver solutions to customers. Leverages investment opportunities (e.g., financing, ECIF/ACO) where available to further commercial outcomes. Responds to customer issues (e.g., contracting, pricing). Stays up-to-date on knowledge of product and services offerings, licensing, and industry.
• Optimizes for the right level of investment and customization. Orchestrates across stakeholders with appropriate breadth and depth. Crafts deals that scale and are good for both the customer and Microsoft will process (book), including any standard or custom amendments and documentation. Works with stakeholders to ensure success across Engineering, Operations, Services Delivery, and Compliance. Orchestrates across stakeholders. Finalizes legal amendments reflecting operational and other requirements. Codifies in legal form any custom concessions granted in specific customer situations.
• Understands, anticipates, and contributes to business opportunities which vary based on deal lifecycle and advanced data input (e.g. cross-sell/upsell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft strategies to influence the likelihood of winning new opportunities that grow the Microsoft annuity footprint. Leverages knowledge to and contributes to efforts to secure upsells for proven value. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Contributes to the analysis of product and solution margins, profitability, customer return of investment (ROI), benchmarking, and lifetime value (LTV).
• Keeps up to date with best practices and strategies. Understands product and services strategy per solution area. Informs stakeholders about what works and what does not. Analyzes positioning and use cases. Demonstrates holistic understanding of Microsoft and customer strategies, and exhibits knowledge of industry, competition, and offerings. Provides feedback to align pricing and offer strategy to meet customer needs. Provides alternatives and recommendations internally and externally (e.g., multiple solution areas, multiple industries). Gathers and provides feedback to inform recommended changes. Initiates discussion for real-time changes and future innovation. Aligns business strategies across their region, and provides product feedback. Identifies and closes the gap between customer needs and available solutions, and recommends solutions to solve gaps. Exemplifies learning and understanding of local subsidiary strategy.
• Develops relationships with strategic customers to understand their priorities and strategies, and structures deals that drive value and contribute to Microsoft growth. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Balances customer and Microsoft needs. Crafts value-based solutions. Represents customer requirements in proposals, and translates requirements into proposals. Identifies issues and potential recommendations for internal stakeholders to help to solve customer issues. Leverages current knowledge about customer priorities and industry challenges. Understands what the customer is trying to achieve and how Microsoft technology can get them there. Recognizes that customer success is reliant on their actions and structures deals that help the customer achieve their goals. Ensures that customers are protected when developing strategies/solutions. Takes feedback given from customers and provides it to relevant internal parties in order to make improvements.

Qualifications

• Bachelor's Degree in Business Management, Information Technology, Law, Marketing, or related field AND 6+ years sales and negotiation experience or related work or internship experience
  • o OR equivalent experience.

• 7+ years of sales and negotiation experience