Deal Manager

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.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 works closely with field sellers and customers to negotiate deal construct, pricing, and terms & conditions to close complex deals.As a Deal Manager, you will be responsible for creating licensing solutions for our Commercial Enterprise accounts in EMEA, with a primary focus in Turkey. Your responsibility also includes providing feedback on Online Services, Consulting Services, and 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 account teams and the Area senior leadership team. 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 regularly be involved in direct customer-facing high-stakes negotiations.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.ResponsibilitiesCustomer Satisfaction and Licensing Simplification. Work directly and indirectly with the largest customers to assist in determining and approving optimal licensing solutions that meet the customers’ needs while simplifying the licensing experience and maximizing the revenue opportunity for 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 while minimizing risk to Microsoft and landing good, profitable business. Subsidiary Engagement. Proactively work with various levels of stakeholders to assist them in closing sales, driving consumption of Online Services, developing commercial offerings, and analyzing customer licensing requirements. Take a leadership role in working directly with sales teams to determine how to drive the business forward while ensuring that customer satisfaction remains a top priority. Interface with Microsoft Headquarters. Collaborate with Seattle-based Product Groups, Legal, and Operations to highlight licensing trends and challenges and ensure that solutions developed meet the short- and long-term needs of both the customer and Microsoft while minimizing internal costs and 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. Sales Support. Provide support to the sales team in customer-facing discussions as required.QualificationsRequired/minimum qualificationsMaster's Degree in Business Management, Information Technology, Marketing, or related field AND extensive experience in sales and negotiation or related work OR Bachelor's Degree in Business Management, Information Technology, Marketing, or related field AND significant experience in sales and negotiation or related work or internship experience.Proficiency in Turkish is required for this role, as it involves direct engagement with customers and stakeholders in Turkey.Additional Or Preferred QualificationsExperience in direct sales with commercial enterprise customers.Strong understanding of the marketplace, competitive landscape, and industry-specific challenges influencing negotiation strategies.Ability to support negotiations for large, complex deals at senior customer levels (including CxO).Demonstrated capability to navigate dynamic environments, manage ambiguity, and work effectively within complex stakeholder structures.Proficiency in analytical and mathematical skills, including advanced use of tools such as Excel (pivot tables, data manipulation, and transformation).Excellent communication, negotiation, and presentation skills, both internally and in customer-facing scenarios.Commitment to continuous learning and maintaining up-to-date knowledge of Microsoft products, Volume Licensing offerings, and Online Services to effectively position Microsoft’s solutions against competitors.Demonstrated intellectual curiosity, strong analytical skills, confidence, and effective project management abilities.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.