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About the Role

Leverages internal and external networks to develop strategic relationships with senior business and technical decision-makers. Articulates the value of Microsoft solutions within the customer's context, anticipating changes to influence decision-making and product roadmaps. Positions Microsoft's value proposition against competitors and influences build/buy/partner decisions. Identifies and collaborates with stakeholders to source deals targeting high-priority gaps and formulates partnership strategies.

Responsibilities

Collaborates with customers, partners, and Microsoft colleagues to develop post-deal governance and ensure alignment in execution plans.
Ensures customers and partners are prepared for implementation.
Develops Key Performance Indicators (KPIs) to demonstrate achieved business value.
Troubleshoots complex issues and course corrects as appropriate.
Articulates alternatives to blockers across deals to develop consistent deal negotiation policy.
Develops plans for managing deals, including communications and reporting, embedding security-first thinking.
Resolves blocking issues using known techniques.
Creates practices that enable partners to influence product direction.
Progresses product improvement by collecting, collating, and triaging partner feedback.
Improves operations of existing programs by applying industry methodology and innovation.
Defines complex program issues, assesses scenarios, and selects optimal solutions.
Identifies and scopes opportunities to develop new programs and improve current ones.
Provides feedback to help identify process improvement areas.
Identifies and provides solutions to root problems.
Defines program strategy, gathers program requirements, identifies resource needs, and creates project plans.
Works across teams to align on the plan of record.
Collaborates with internal teams and business units to cultivate strategic relationships and leverage internal resources.
Manages and cultivates relationships with leaders of internal teams and builds executive relationships.
Supports other team members in building stakeholder engagement.
Identifies and organizes repeatable opportunities to share signals on Microsoft products and services.
Assesses opportunities to engage with Microsoft during investment diligence process.
Contributes to the creation and maintenance of existing thesis areas over time.
Leads deal opportunities across deal stages (e.g., Strategic Approval (SA), Approval to Negotiate (A2N), Final Go-no-go (FGNG)).
Represents Microsoft in key customer and partner interactions.
Recommends deal structures, leveraging experience to articulate key deal terms.
Collaborates proactively to close opportunities and scale the business.
Identifies opportunities for customized approaches.
Identifies negotiation scenarios and manages executive escalations.
Manages stakeholders to gain consensus and ensure internal alignment.
Articulates the value of Microsoft solutions in the context of the customer's perspective.
Leverages knowledge of customer and partner business priorities and/or drivers.
Anticipates changes and actions to influence decision making, identify opportunities, and influence the product roadmap.
Leverages internal and external network to develop new strategic relationships with senior business and technical decision makers.
Develops relationships as a trusted advisor for a particular line of business.
Provides industry insights internally, emphasizing the importance of security trends and best practices.
Positions the Microsoft value proposition versus competitors.
Works with stakeholders to influence the build/buy/partner decision to meet customer needs.
Leverages knowledge of Microsoft and customer issues in conjunction with product/industry teams.
Establishes a foundation for future opportunities in competitive situations through collaboration.
Provides insight on industry and/or market trends and drives action based on insights.
Formulates partnership strategy for products and businesses with input from relevant stakeholders.
Manages pipeline by identifying, promoting, prioritizing, guiding, and influencing processes.
Optimizes resources to better deliver.
Prepares information for reporting to key stakeholders, including synthesizing key work for executive consumption.
Executes and applies value propositions, amending the framework as appropriate.
Influences internal stakeholders and partners and promotes the value of opportunities.
Identifies and collaborates with a diverse set of stakeholders to develop plans to source deals.
Targets high-priority gaps across technology, product, business, and/or geography.
Identifies opportunities and strategy and maps target customers/partners.
Utilizes quantitative data (e.g., usage, revenue) to inform internal and external decisions.
Provides input into recommendations on partners.

Requirements

Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 5+ years relevant work experience OR equivalent experience.
Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 7+ years relevant work experience OR Master's/Advanced Degree in Business, Sciences, or related field AND 5+ years relevant work experience OR equivalent experience.
6+ years experience in the technology industry OR in a technical role (e.g., IT, Engineering).

Skills

Deal Management
Governance
Key Performance Indicators (KPIs)
Issue Resolution
Negotiation Policy
Deal Negotiation
Stakeholder Management
Product Strategy
Program Management
Root Cause Analysis
Project Planning
Relationship Management
Executive Relationship Building
Industry Insights
Security Trends
Competitive Analysis
Partnership Strategy
Pipeline Management
Value Proposition Execution
Quantitative Data Analysis

Location

U.S.
San Francisco Bay area
New York City metropolitan area

Work Type

Full-time

Experience Level

5+ years relevant work experience
7+ years relevant work experience
6+ years experience in the technology industry or in a technical role

Education Level

Bachelor's Degree in Business, Liberal Arts, Sciences, or related field
Master's/Advanced Degree in Business, Sciences, or related field

Salary/Compensations

USD $106,400 - $203,600 per year (U.S.)
USD $137,600 - $222,600 per year (San Francisco Bay area and New York City metropolitan area)

Benefits

Certain roles may be eligible for benefits and other compensation.

About the Company

Microsoft is an equal opportunity employer.

Equal Opportunity

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.