Job Description

If you love the pursuit of excellence and are inspired by the challenges that come through driving innovations that impact how the world lives, works and plays, then we invite you to learn more about Microsoft Operations - and the value we deliver across Microsoft and to our customers and partners. We offer unique opportunities to work on interesting global projects in an environment that appreciates diversity, focuses on talent development and recognizes and rewards great work.

We make doing business with Microsoft easy.

Operations Deal Manager (ODM) Group Manager leads the ODM team which is accountable to Operationally enable pre-sales processes by owning E2E of close pipeline creation, manage critical deals, hold resolution leading to successful deal processing and supporting post-sales deal lifecycle.

* Pipeline management / Sales Orchestration

o Work to create strong relationships between sales teams and partner to execute joint selling initiatives

o Meet with Partner Sales Executives to understand the Account Plans for customers that are within the target of partners to attach partner resources in all phases of sales, adoption, and deployment

o Generate geography-focused proforma plan that includes revenue, visible deals by program, product, strategy, annuity, etc.

o Generate a clear and mutually aligned critical deal list with key sales stakeholders by the 10th of each month

o Align expectations with Field Enablement managers and key sales stakeholders on all critical deals for the month

* Close Management - Ensure close either through ownership or orchestration

o Operationally de-risk identified critical deals in close collaboration with Ops support services (L2S)

o Pre-sales close-related questions - orchestrate and broker with BPM/L2S to ensure resolution

o Manage and orchestrate Customer Hold Resolution, credit & rebill approvals

o Represent and lead geography Ops requirements in the Close war room ROB

o Provide communications on critical deal closures

o Leverage internal SME (e.g. compliance) to mitigate any risks in deal specific scenarios

o Complex deal management (in conjunction with L2S team).

* Field and Partner Engagement - establish structure and drive systems improvements to efficiently engage and communicate within the Field and Partner ecosystem

o Manage Partner Performance: Evolve partner's performance accountability including improvement plans, scorecard adoption and supporting their transformational journey.

o Voice of the Partner & Field: Ensure partner experience are captured through Listening Mechanisms and are resolved with speed & quality.

o Transform Field and Partner Engagement: Find ways to make execution smoother for our partners, driving them from dependence to independence.

Ideal Candidate Attributes:

* Be able to create clarity, drive positive energy, deliver success.

* Deep field and partner knowledge as well understanding the Microsoft Sales Process (or similar industry sales process).

* Continuous Process Improvement Mindset

Basic Qualifications:

* Excellent communication skills and leader with ability to build solid relationships with individuals at all levels, in multiple geographies and business functions, both internally and externally
* Build a diverse team with capabilities needed to achieve current and future business objectives. Balance the development of existing employees while bringing in new external and internal talent.
* Creates an inclusive work environment where every employee can effectively engage, and wants to be part of the team.
* Effectively communicates business strategy and goals and how they align to the team's work. Plan the team's work to achieve goals and respond effectively to changing priorities, maintaining team energy and results.
* Facilitates an environment of inclusion of diverse perspectives and talent, to better represent and understand our global customers
* Demonstrated excellence in thought leadership. innovations and execution management; ability to influence without authority
* Broad working knowledge of Microsoft including business groups, segment and support functions including multiple channels and business groups.

Preferred Qualifications:

* As Operations Deal Manager, candidate needs to have Technical, Business, Financial and Marketing background to drive pipeline management, support services, process improvement and business analytics.
* Fluent English and Spanish. Portuguese is a plus.
* Demonstrated experience in Partner Channel Enablement Strategy definition and execution both on the Capacity and Capabilities areas
* Knowledgeable on Business Value deal constructions to provide guidance to the team, operations deal managers and Deal Desk.
* Have industry knowledge to shape transformational business deal construction from an industry transformational drivers
* Experience in Partner Sales involving one or more Microsoft Transformational Products (Azure, D365, o365) that will be the foundation to support partners and field
* Have driven Partner Transformation leveraging the Microsoft Modern Partner Series framework and Microsoft Customers' Digital Transformation Pillars on the Three Bold Ambitions
* Challenge Status-quo (Growth-Mindset)
* High Customer/Partner Engagement skills towards a Trusted Advisor

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.