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Team/Department & Purpose
The Federal Business Desk supports the negotiation of the most strategic and most difficult sales opportunities in Microsoft and is empowered to take final decisions on terms and conditions to close deals.
As the scope of our business expands, there is an increasing reliance on the Business Desk to design, approve, facilitate, and test innovative deals & commercial models in addition to maintaining its core strength of securing company revenue and profitability.
Business Desk is part of Microsoft’s Federal M&O and the Deal Desk Manager makes empowered decisions on solutions using business judgment, financial analysis, technical knowledge, licensing and monetization principles, balancing customer’s, and Microsoft’s interests.
Orchestrating decision-making across Microsoft's matrix organization. Strong engagement and partnership with Field Sales, Product Groups, Engineering, CELA and other Corp functions. Business Desk work closely with field sellers and customers to negotiate deal construct, pricing, and terms & conditions to close complex deals.
A Federal Deal Desk Manager is responsible for shaping deals in a way that balances business needs, business opportunity and risks with a goal to meet both Microsoft and customer strategic objectives. This role owns the review, negotiation and approval of non-standard contract terms and non-standard contract documents.
Empowered to make decisions on customer agreements marrying creativity and business judgment.
Negotiate contract terms and conditions to close deals.
Collaborate with sales, legal, finance, and other business groups to design winning offers and deal constructs.
Ensure negotiation strategies for services adhere to established principles and standards and help adapt those principles to the evolving technology marketplace.
Share best practices and coach sales teams to improve Microsoft’s deal-making capabilities and accelerate deal timeliness.
Other
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Embody our culture and values
Required/Minimum Qualifications
- Bachelor's Degree in Business Management, Information Technology, Marketing, or related field AND 6+ years of sales and negotiation experience or related work or internship experience
o OR equivalent experience.
3+ years experience with software pricing and contract terms and conditions.
Additional or Preferred Qualifications
Software/Cloud Services industry and licensing experience preferred
Excellent interpersonal, verbal and written communication skills
Attention to detail
Business acumen
Experience with decision-making, problem solving and analytical skills
East Coast location preferred
US Citizenship: The successful candidate must be a U.S. Citizen. Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.
Cloud Screening: Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.
Commercial Deal Making IC4 - The typical base pay range for this role across the U.S. is USD $102,300 - $180,300 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 $140,900 - $199,000 per year.
Microsoft has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets (see below). The range above reflects the potential base pay across the U.S. for this role (except as noted below); the applicable base pay range will depend on what ultimately is determined to be the candidate’s primary work location. Individual base pay depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time.
At Microsoft certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role. Benefits/perks listed here may vary depending on the nature of employment with Microsoft and the country work location. U.S.-based employees have access to medical, dental, and vision insurance, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others. U.S.-based employees also receive, per calendar year, up to 10 scheduled paid holidays, and up to 80 hours Holistic Health Time Off. Additionally, hourly/non-exempt employees accrue up to 120 hours paid vacation time, and salaried/exempt employees have Discretionary Time Off (DTO).
Our Commitment to Pay Equity
We are committed to the principle of pay equity – paying employees equitably for substantially similar work. To learn more about pay equity and our other commitments to increase representation and strengthen our culture of inclusion, check out our annual Diversity & Inclusion Report. ( https://www.microsoft.com/en-us/diversity/inside-microsoft/annual-report )
Understanding Roles at Microsoft
The top of this page displays the role for which the base pay ranges apply – Commercial Deal Making IC4.
The way we define roles includes two things: discipline (the type of work) and career stage (scope and complexity). The career stage has two parts – the first identifies whether the role is a manager (M), an individual contributor (IC), an admin-technician-retail (ATR) job, or an intern. The second part identifies the relative seniority of the role – a higher number (or later letter alphabetically in the case of ATR) indicates greater scope and complexity.
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.