Director - Business Planning, Deal Strategy

Job description

**Overview** Monetization Strategy & Licensing (MSL) sits at the center of Microsoft's commercial strategy. The organization brings together the teams that shape how Microsoft prices, packages, and monetizes commercial products, alongside the programs, partner motions, and operational frameworks that bring those models to market. MSL is looking to hire a Director - Business Planning, Deal Strategy MSL's charter is to modernize the commercial engine for an AI- and cloud-led market. The organization connects economic strategy, go-to-market design, field and partner adoption, licensing programs, and regulatory considerations so that Microsoft can create durable customer value while operating with commercial clarity and discipline. Within MSL, you’d be joining Dealmaking Strategy team, which leads global deal-making and empowerment strategies across Microsoft's commercial portfolio. We design discounting frameworks, enable sellers to win competitive scenarios, and align monetization models with go-to-market execution. This is your opportunity to influence how Microsoft monetizes Azure, AI Business Solutions, and Security, while gaining experience in global strategy and commercial innovation. The Director - Business Planning, Deal Strategy leads the corporate deal strategy pillar within the MSL organization, owning the deal-making constructs, discounting frameworks, and monetization models that Microsoft brings to its most strategic commercial negotiations. The role is to lead a team that turns complex economic and commercial questions into clear choices, scalable empowerment designs, and executable plans that improve customer, partner, and business outcomes. This candidate will lead a team of business planners covering three strategic areas: Cloud and AI Platform Economics (CAIP)/Azure, Security, /AI Business Solutions (ABS). Together, this team defines how Microsoft monetizes its cloud, security, and AI portfolio across the deal lifecycle, from offer construct through field enabled discounting and landing. The role operates with significant independence across product, engineering, finance, sales, marketing, operations, and partner organizations, and reports to the Senior Director, Business Planning. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day. **Responsibilities** **Cloud and AI Platform Economics (CAIP/Azure)** Develop commercial frameworks that support Azure adoption, consumption, and migration, including commitment-based constructs and partner-led growth. Evaluate opportunities and trade-offs alongside finance, product, sales, and partner teams, and recommend actions grounded in customer needs and measurable business impact. **Security and AI Monetization** Own the monetization and deal strategy for Microsoft Security, from Zero Trust adoption through secure AI workflows. Craft business models, discounting frameworks, and go-to-market approaches that accelerate customer success, help sellers win competitive scenarios, and drive revenue through innovative deal-making. **ABS Deal Strategy** Define deal-making constructs and monetization frameworks for the ABS portfolio, balancing customer value, ease of execution for sellers, partner economics, and long-term business performance. Assess how packaging, pricing, and discounting choices affect customers, partners, and revenue, and design programs that are measurable and scalable. **Cross-Platform and Cross-Solution-Area Strategy** Lead deal strategy where solution areas intersect, designing constructs that enable cross-cloud selling motions rather than isolated product outcomes. Identify where portfolio-level empowerment unlocks larger customer commitments, simplifies execution for the field, and strengthens Microsoft's competitive position across the full stack. **Integrated Go-to-Market Strategy** Bring these areas together into a cohesive strategy and prioritized roadmap. Develop clear recommendations for senior leaders, establish shared success measures, and ensure that pricing, empowerment, commerce capabilities, sales execution, and partner strategy work together effectively. Partner closely with finance teams to monitor and refine in-market initiatives, surface opportunities and risks, and track progress against a core set of key performance indicators (KPIs). **Other** - Attract, retain, and grow a high performing Business Planning team, while contributing to the culture of the entire organization, making Business Planning a fantastic place to grow careers and enable development. - Create and execute business models and strategies to drive revenue growth, platform adoption, and cross-cloud sales motions through go-to-market strategy. - Gain deep understanding of unique needs across our cloud businesses and partner across the organization to build deal making strategies and future-looking monetization frameworks. - Work with senior executives and their organizations to foster collaboration, alignment, and drive positive customer and business outcomes. - Engage directly with customers, analysts, and field sales teams to influence deal opportunities and to gather insights that improve go-to-market (GTM) strategy and approaches. - Partner closely with finance teams to monitor and refine in market initiatives. - Lead with trust and inclusion, valuing diverse perspectives and ideas. - Embody our [Culture](https://www.microsoft.com/en-us/about/corporate-values)and [Values](https://careers.microsoft.com/us/en/culture) **Qualifications** **Required/minimum qualifications** - Bachelor's Degree in Engineering/Computer Science, Economics, Business, or related field AND 6+ years experience in marketing, business strategy, business development, cloud sales, or other practical or functional experience (e.g., analytics, finance, engineering) - OR equivalent experience. **Additional or preferred qualifications** - Bachelor's Degree in Engineering/Computer Science, Economics, Business, or related field AND 12+ years experience in marketing, business strategy, business development, cloud sales, or other practical or functional experience (e.g., analytics, finance, engineering) - OR Master's Degree in Business Administration (MBA), or related field AND 8+ years experience in marketing, business strategy, business development, cloud sales, or other practical or functional experience (e.g., analytics, finance, engineering) - OR equivalent experience. - 3+ years people management and/or informal/indirect team leadership experience. - 3+ years of technology industry experience. - Experience developing business strategies through collaboration, data benchmarking, and validation through research and testing. - Experience driving strategy changes and results, while planning for successful landing and execution. - Experience working across diverse stakeholders and influencing positive outcomes. - Experience working with sales and deal negotiation teams. - Experience working in commercial cloud businesses. Business Planning M5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: 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.**](https://careers.microsoft.com/v2/global/en/accessibility.html)