Director - Business Planning, Deal Strategy

Microsoft • Redmond, WA

3d • $130,900 - $272,300

About The Position

Monetization Strategy & Licensing (MSL) is central to Microsoft's commercial strategy, focusing on how the company prices, packages, and monetizes commercial products. It also manages the programs, partner motions, and operational frameworks to bring these models to market. MSL is seeking a Director - Business Planning, Deal Strategy to modernize the commercial engine for an AI- and cloud-led market. This role connects economic strategy, go-to-market design, field and partner adoption, licensing programs, and regulatory considerations to create customer value with commercial clarity. The Dealmaking Strategy team within MSL leads global deal-making and empowerment strategies, designing discounting frameworks, enabling sellers in competitive scenarios, and aligning monetization models with go-to-market execution. This is an opportunity to influence the monetization of Azure, AI Business Solutions, and Security, gaining experience in global strategy and commercial innovation. The Director - Business Planning, Deal Strategy leads the corporate deal strategy pillar, owning deal-making constructs, discounting frameworks, and monetization models for strategic commercial negotiations. The role involves leading a team to translate complex economic and commercial questions into clear choices, scalable empowerment designs, and executable plans that enhance customer, partner, and business outcomes. The candidate will lead a team of business planners focused on Cloud and AI Platform Economics (CAIP)/Azure, Security, and AI Business Solutions (ABS), defining how Microsoft monetizes its cloud, security, and AI portfolio throughout the deal lifecycle. This role requires significant independence, operating across product, engineering, finance, sales, marketing, operations, and partner organizations, reporting to the Senior Director, Business Planning. Microsoft's mission is to empower every person and organization to achieve more, fostering a culture of growth mindset, innovation, and collaboration, built on values of respect, integrity, and accountability. The company is committed to an inclusive work environment where everyone can thrive.

Requirements

• 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.
• 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.

Nice To Haves

• 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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).
• 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 and Values

Benefits

• Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

What This Job Offers

• Job Type: Full-time
• Career Level: Director