Deal Manager Western Europe North

As a Deal Manager, you will be responsible for creating licensing solutions, deal terms and managing negotiations for some of Microsoft’s accounts in Western Europe. Most of your customers will have unique commercial and contractual needs that you will address in collaboration with the account teams and the Area senior leadership team. You will operate as the subject matter expect and provide leadership and coaching to the local sales and licensing community and will be a trusted advisor for regional management with respect to complex Online Services, Consulting Services and licensing related topics. You will regularly be involved in direct customer facing high stakes negotiations with a remit of finding and closing winning deals. Your responsibility include providing feedback on Online Services, Consulting Services and licensing strategies and business opportunities/challenges along with piloting alternative licensing offerings.

The responsibility that comes with this role requires a background in large enterprise sales. Background in Cloud technologies, Security solutions and a strong perspective of Digital Transformation and AI are highly welcomed, as Microsoft continues to assist customers in their journey to the cloud and AI 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.
• Support research and development efforts with the Commercial Deal Making team on a case by case basis. Develop pilots and test potential solutions to financially significant problems involving members from Field Sales, Business Development, Operations, Legal, Product Groups, etc.

Qualifications

Required/Minimum Qualifications (RQs/MQs)

• Master's Degree in Business Management, Information Technology, Marketing , or related field AND sales and negotiation experience or related work
  • OR Bachelor's Degree in Business Management, Information Technology, Marketing, or related field or related field AND sales and negotiation experience or related work or internship experience
  • OR equivalent experience.
• A fluent command of English proficiency in verbal & written communication.

Additional or Preferred Qualifications (PQs)

• 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 nformation, 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.
• Role requires occasional domestic or international travel.

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.