Deal Manager
Job Description
As a Deal Manager, you will be responsible for creating licensing solutions for our Commercial Enterprise accounts in EMEA, with a primary focus in Europe North (Nordics, BeLux, Central and Eastern Europe). Your responsibilities also include providing feedback on Online Services, Consulting Services, licensing strategies, and business opportunities/challenges, along with piloting alternative licensing offerings. Most of your customers will have unique commercial and contractual needs that you will address in collaboration with the with account teams and the senior leadership team in the region. You will operate as the subject matter expert and provide leadership and coaching to the local sales and licensing community and be a trusted advisor for regional management with respect to complex Online Services, Consulting Services and licensing-related topics. You will be regularly involved in direct customer-facing high stakes negotiations. The responsibility that comes with this role requires a background in large enterprise sales. A background in Cloud technologies and a strong perspective on 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 person in this is expected to negotiate at the General Manager and Senior Executive level, both internally and externally. Deal Managers make empowered decisions on commercial solutions (products and services) using business judgment, financial analysis, technical knowledge, licensing and monetization principles, balancing customers' and Microsoft’s interests. This requires strong engagement and partnership with Field Sales, Product Groups, Engineering, CELA, and other corporate functions. Deal Desk work closely with field sellers and customers to negotiate deal construct, pricing, and terms & conditions to close complex deals. As the scope of our business expands, there is an increasing reliance on the Deal Desk to design, approve, facilitate, and test innovative deals and 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. 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.
Locations
- Multiple Locations, Multiple Locations, Belgium, Multiple Locations, Multiple Locations, Belgium
- Multiple Locations, Multiple Locations, Denmark, Multiple Locations, Multiple Locations, Denmark
- Multiple Locations, Multiple Locations, Norway, Multiple Locations, Multiple Locations, Norway
Salary
Salary not disclosed
Required Qualifications
- Bachelor's degree in Business Management, Information Technology, Marketing, or related field AND several years of sales and negotiation experience or related wor ;OR equivalent experience. (degree)
- OR equivalent experience. (degree)
- Direct sales experience with commercial enterprise customers. (degree)
- Must be able to support negotiation of large deals at senior customer level (CxO). (degree)
- Must be able to deal with a frequently changing environment, incomplete information, and complex stakeholder structures. (degree)
- Strong analytical, mathematical, and tool skills (Excel, PivotTables, data manipulation and transformation) (degree)
- Good knowledge of the marketplace, competition, and specific challenges of major industry sectors driving negotiation behavior. (degree)
- Excellent communication and negotiation skills required, as well as excellent presentation skills, both internally and customer-facing. (degree)
- An ability and appetite to learn and keep up to date with your knowledge/understanding of Microsoft Products, Volume License offerings & Online Services to position Microsoft’s offerings vs competition. (degree)
- Intellectual curiosity, in-depth analytical skills, project management, confidence (degree)
- Role requires occasional domestic or international travel. (degree)
Responsibilities
- Work directly and indirectly with the largest customers to assist in determining and approving optimal licensing solutions that meet the customers’ needs while also simplifying the licensing experience and maximizing the revenue opportunity for Microsoft. Communicate customer requirements and licensing information to all levels of Microsoft.
- 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 while minimizing risk to Microsoft and landing good profitable business.
- Proactively 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.
- 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
- 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.
Travel Requirements
3 days / week in-office
