Digital Win Room Deal Strategist

Overview

The Digital Win Room (DWR) is a strategic platform designed to support high-impact customer engagements through ideation, strategy, and deal acceleration. It functions as a global and regional initiative that brings together cross-functional expertise including sales, finance, engineering, legal, and solution management to drive execution on Microsoft’s most critical business opportunities.

The DWR Deal Strategist focuses on driving meaningful outcomes for Microsoft’s most strategic customers. This role partners closely with Account Teams to accelerate progress on high-impact opportunities by identifying and unlocking growth potential across cloud, services, and enterprise solutions while also owning the Balance of Trade (BoT) motion that aligns Microsoft’s sell-to and buy-from dynamics to maximize deal outcomes.

Sitting at the intersection of Commercial Sales, Cloud + AI Infrastructure (Co&I), DWR, the Strategic Partnership Team (SPT), Industry, and Finance, you will act as a single point of orchestration across internal stakeholders. You’ll help drive customer success and business growth by identifying opportunities to expand consumption and revenue, aligning and activating corporate resources as “One Microsoft,” securing the people and financial investments deals require, and surfacing trade-offs that land favorable outcomes on Microsoft’s most complex commercial engagements.

1. Deal-Level Strategy & Execution

• Partner with Sales teams, the Digital Win Room (DWR), and the Strategic Partnership Team (SPT) on top strategic opportunities to define and execute Balance of Trade (BoT) strategies.
• Align Cloud Operations + Innovation (CO+I) investments, supplier relationships, and commercial constructs to support deal closure and long-term account value.
• Identify misalignment risks early (for example, conflicting incentives, supplier exposure, and capacity constraints) and drive resolution.
• Support structuring of complex deals to optimize Microsoft's overall position not just individual opportunity outcomes.

2. Cross-Organization Orchestration

·       Drive alignment across engineering, infrastructure, finance, procurement, and sales organizations to ensure coordinated execution on shared accounts.

• Act as a neutral, data-driven broker across competing priorities to land the right trade-offs for Microsoft as an enterprise.
• Embed into Digital Win Room (DWR) ideation and deal forums to bring Balance of Trade (BoT) insights into real-time deal shaping.
• Partner with the Strategic Pursuit Team (SPT) to align compensation, incentives, and deal constructs with Balance of Trade (BoT) priorities.

3. Balance of Trade Insights, Analytics & Tooling

• Leverage Balance of Trade (BoT) dashboards and data sources to provide clear, actionable insights on Microsoft "sell-to" versus "buy-from" dynamics.
• Translate complex financial, revenue, procurement, and supplier data into simple narratives for sellers and executives.
• Identify trends across accounts, industries, and regions to inform broader strategy and program improvements.
• Partner with tooling and analytics teams to improve Balance of Trade (BoT) data visibility, accuracy, and usability across the field.

4. Executive Engagement & Decision Support

• Prepare and deliver clear, executive-ready narratives for leadership forums (for example, Digital Win Room (DWR) Top Deals reviews and executive business reviews).
• Drive decision clarity by framing trade-offs, risks, and recommendations tied to business outcomes.
• Influence stakeholders to align on enterprise-level priorities versus siloed outcomes.
• Present strategic recommendations grounded in financial, operational, and supplier relationship data.

5. Program Development & Scale

• Help mature Balance of Trade (BoT) from an emerging capability into a repeatable operating model across Microsoft.
• Define best practices, playbooks, engagement models, and governance frameworks for Balance of Trade (BoT) execution.
• Scale impact by embedding Balance of Trade (BoT) into standard deal processes, operating rhythms, and tooling.
• Continuously identify opportunities to improve speed, clarity, decision quality, and business impact of the Balance of Trade (BoT) motion.

• Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience.
• 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

• Proven track record driving large, complex enterprise deals or expansions
• Ability to influence without authority in a highly matrixed environment
• Executive communication and storytelling skills
• Experience with DWR, SPT, or equivalent deal orchestration environments
• Understanding of MACC structures, large deal incentives, and enterprise agreements
• Background in Industry GTM, strategic accounts, or complex deal desk
• Familiarity with Microsoft sales ecosystem and MSX insights

Sales Strategy Enablement IC5 - 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:
https://careers.microsoft.com/us/en/us-corporate-pay

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.