Responsibilities
Deal Making
Lead internal and external sales and management teams through commercial construct, optimizing for the right level of investment and customization. Optimize deal customization leveraging price and non-price concessions. Identify business opportunities that vary based on deal lifecycle and AI (Copilot and new offerings).Create and manage the commercial plan / contribute to the account plan for strategic accounts, mapping how to maximize qualified medium-to-complex commercial opportunities.Analyze customer commercial opportunity history, including discounts, concessions, and consumption across the territory. Anticipate and verify upcoming renewals; lead renewal processes with account teams to maximize on-time revenue and recapture rate. Construct compliant commercial solutions to maximize ACR and drive Cloud upsell; achieve 100% MACC renewal. Identify MCA-E opportunities during account planning; inform strategy, coach sellers, accelerate adoption, and address deal blockers. Close eligible workloads and expiring EAs on MCA-E (Enterprise) and MCA-E/CSP (SME&C). Adopt Deal Agent and adhere to Tranche Framework when launched; help drive 70% Unified attach rate for MACC customers. Take all relevant steps to ensure deal execution is successful.
Negotiation
Define and negotiate complex commercial terms; lead the strategy for the negotiation approach by engaging with stakeholders. Partner with leaders when negotiating complex commercial terms, in collaboration with the account team and deal manager. Understand stakeholders and priorities; leverage formal negotiation strategies, anticipate potential vulnerabilities, understand customer measurement of value, and define walk-away positions. Consult with leaders on rhythm of negotiation team planning and reporting to stakeholders.Act as Trusted Advisor and Negotiation SME for deals negotiated by AEs or other stakeholders (Tranche 2 & Tranche 3 deals). Drive accountability for negotiation outcomes. Ensure adherence to commercial solutions policy for deal execution, including regulatory laws, local market principles, company policies, and guidance for consistent deal making. Prioritize "configuration" over "customization" in deals of all sizes; validate that a deployment plan is in place.
Collaboration
Develop trusted relationships with key customer stakeholders, partners, and Account Teams to help customers deliver their business goals and achieve Microsoft revenue targets. Demonstrate in-depth and strategic understanding of Microsoft licensing programs and contracting. Collaborate with ATU, STU, Services, GPS, Deal Desk, Compliance, CELA, OSC, Finance, and Partners. Understand and apply the MCEM Framework; share accountability with the account team to drive Security and Usage; structure deals to drive usage.Consult with leadership and ATU to ensure customer and teams are aligned on the value proposition of commercial programs.
Compliance & Other
- Embody Microsoft's culture and values.
- Model integrity and ethical behavior daily; full adherence to company policies and processes.
- Complete 100% of required Compliance Trainings by due date. Cooperate with audits, investigations, and remediation actions; proactively identify and escalate role-inherent risks.
Qualifications
Required/minimum qualifications
Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience OR 7+ years sales and negotiation experience OR equivalent experience. 3+ years of experience with deal strategy, deal execution, and contractual negotiations. 3+ years of experience in customer-facing commercial roles and presenting to C-Level executives. This role requires proficiency in written, reading, and conversational Brazilian Portuguese and English.
Additional or preferred qualifications
Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 6+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 7+ years sales and negotiation experience or related work or internship experience OR 9+ years sales and negotiation experience OR equivalent experience.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
