Deal Desk Director

The Deal Desk Director will manage a deeply connected team dedicated to collaborating across Microsoft and with customers and partners to close win-win deals across Latin America. Build an extensive network and develop your career opportunities at an accelerated pace by regularly engaging with leaders at Corporate and in the Field. 

Main Outcomes We Drive

• Get the right deals done the right way for Microsoft, customers and partners
• Accelerate Microsoft, customer and partner business transformation
• Drive Microsoft profit growth

How We Drive Outcomes

• Embrace nimbleness and speed
• Optimize deal structures and negotiate skillfully
• Provide insights to shape business models, GTMs and products

Behaviors We Ensure

• High integrity
• Inclusion and great business partnering

The Deal Desk Director coaches others to orchestrate across a range of internal and external stakeholders at all levels. Designs deals that manage customer expectations and Microsoft portfolio to optimal outcomes with respect to strategic positioning and financial implications. Develops talent and coaches others to optimize workload related to sales execution. Oversees application of consistent frameworks across areas. Provides oversight of execution of business strategy, especially with regard to aligning Microsoft portfolio and customer business outcomes. Participates in direct negotiation during complex situations and strategic partnership development to achieve client/customer value translation. 

Responsibilities

• Management Responsibilities -Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.
• Defining and measuring strategy and priorities
• Instilling a culture of winning deals with an ownership mindset -Provides oversight of execution of business strategy, especially with regard to aligning Microsoft portfolio and customer business outcomes. Fosters sharing of best practices and strategies across internal teams (e.g., product groups, field sales force, leadership). Influences strategic changes to business planning, pricing strategy, and program offers.
• Coaching and assisting with deal making -Designs deals that manage customer expectations and Microsoft portfolio to optimal outcomes with respect to strategic positioning and financial implications. Leads teams to common outcomes. Anticipates potential escalations and customer reactions. Demonstrates customer understanding. Works within portfolio to gain strategic position. Creates framework and best practices for deal making. Builds consistency across deals. Examines deals from different angles (e.g., year over year), and models different variables to make the deal most effective.
• Advising on improvements to offerings, licensing programs, contract negotiations and Field Sales processes 

Qualifications

Required/Minimum Qualifications:

• Master's Degree in Business Management, Information Technology, Marketing, or related field
• AND 6+ years sales and negotiation experience or related work
• OR Bachelor's Degree in Business Management, Information Technology, Marketing, or related field or related field
• AND 10+ years sales and negotiation experience or related work or internship experience
• OR equivalent experience.
• 3+ years people management experience.
• Fluency in Spanish and/or Brazilian Portuguese.

 Additional or preferred qualifications: 

• Doctorate Degree in Business Management, Information Technology, Marketing, or related field
• AND 5+ years experience in sales and negotiation experience or related work
• OR Master's Degree in Business Management, Information Technology, Marketing, or related field
• AND 8+ years sales and negotiation experience or related work
• OR Bachelor's Degree in Business Management, Information Technology, Marketing, or related field or related field
• AND 12+ years sales and negotiation experience or related work or internship experience
• OR equivalent experience.
• Demonstrated business acumen, decision-making, problem solving and negotiating skills
• Ability to work comfortably with ambiguity
• Comfort engaging across all levels – Microsoft and customers’ executives to individual contributors

 

Commercial Deal Making M5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role until September 25, 2025.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.