The Deal Desk is a worldwide organization focused on driving high-quality, profitable business with Microsoft's largest and most strategic customers. The Deal Desk partners with sales teams to balance customer, field, and business priorities while enabling durable growth, trusted execution, and consistent deal outcomes.

The Deal Desk Role Excellence & Readiness Lead owns the strategy, design, execution, and continuous improvement of the Deal Desk role capability system. This includes Role Excellence and role evolution, onboarding and learning, capability development and upskilling, readiness and change adoption, and cross-functional governance and community. The role establishes clear role expectations, translates evolving business priorities into practical enablement, builds structured upskilling pathways, and helps employees and managers excel in-role while preparing for future-state Deal Desk ways of working.

Role Excellence & Role Evolution

• Define and execute the Deal Desk Role Excellence strategy aligned to business priorities, FY planning, role taxonomy, and evolving operating model needs.
• Establish and maintain role-based accountabilities, objectives, key outcomes, success measures, role quality standards, development milestones, and partner/resource expectations.
• Create a repeatable Role Success Guide-like framework for Deal Desk roles that clarifies what success looks like, how the role is executed, who the role works with, and which resources support effectiveness.
• Identify role ambiguity, capacity strain, skill gaps, inconsistent execution patterns, and emerging role risks, then convert those signals into clear recommendations, enablement plans, and governance decisions.
• Partner with HR, Job Architecture, planning, and business stakeholders where role content intersects with formal job descriptions, recruiting artifacts, career stage expectations, or role taxonomy changes.
• Translate future-state Deal Desk priorities, AI-enabled ways of working, and deal-making transformation into clear role evolution principles, role impact assessments, and practical execution guidance.

Onboarding & Learning

• Own the global Deal Desk onboarding experience from design through delivery, measurement, and continuous improvement.
• Create learning journeys that reduce time-to-productivity and help new hires, role transitions, and managers quickly understand responsibilities, systems, rhythms, governance, decision rights, and role expectations.
• Design scalable role execution resources, playbooks, learning paths, manager guides, launch materials, and field-ready communications that translate role expectations into practical day-to-day behaviors.
• Use modern learning approaches, including AI-powered learning, microlearning, simulations, scenario-based exercises, adaptive learning, role walkthroughs, and role-specific knowledge checks.
• Maintain a sustainable content lifecycle for onboarding and learning materials so assets remain accurate as tools, policies, workflows, and organizational priorities evolve.Measure learning effectiveness through adoption signals, feedback loops, participation data, capability assessments, and manager input.

Capability Development & Upskilling

• Develop and execute role-based upskilling and capability-building strategies that prepare Deal Desk employees and managers for evolving business priorities, AI-enabled ways of working, new deal-making motions, and future-state role expectations.
• Partner with business leaders to identify future capability needs and proactively design upskilling programs that close gaps between current-state and future-state role requirements.
• Build targeted capability pathways that strengthen role proficiency across Deal Desk fundamentals, commercial acumen, policy and process fluency, tooling and AI readiness, stakeholder partnership, and change agility.
• Use voice-of-the-field, manager input, readiness data, adoption signals, and role evolution insights to identify capability gaps and prioritize upskilling investments.
• Create practical development experiences such as simulations, scenario-based exercises, community-led skill sessions, peer learning, office hours, and role-specific practice moments.
• Increase organizational capability and readiness by providing structured upskilling pathways that accelerate proficiency, support career growth, and prepare employees for evolving Deal Desk roles.

Readiness, Adoption & Community Governance

• Lead readiness strategy and execution for new tools, policies, processes, operating model changes, AI capabilities, and organizational initiatives impacting Deal Desk roles.
• Create role impact assessments that define who is impacted, what changes, what behaviors are expected, what enablement is required, what upskilling is needed, and how adoption will be measured.
• Develop change adoption plans that move beyond awareness to sustained behavior change, including stakeholder mapping, messaging, training, upskilling, office hours, reinforcement, feedback capture, and issue escalation.
• Establish and run the Deal Desk Role Excellence governance model, including decision forums, intake, prioritization, review cadences, stakeholder alignment, action tracking, and issue resolution.
• Build and nurture a Deal Desk Role Excellence community that promotes knowledge sharing, role clarity, best practices, manager alignment, upskilling, and continuous improvement.
• Establish and run the Deal Desk Role Excellence governance model, including decision forums, intake, prioritization, review cadences, stakeholder alignment, action tracking, and issue resolution.
• Coordinate cross-org readiness plans across transformation workstreams to avoid field overload, reduce duplication, and ensure leaders have clear visibility into readiness health, adoption risks, and capability gaps.

Required Qualifications:

• Bachelor's Degree in Business, Operations, Finance, or related field AND 4+ years experience in program management, process management, or process improvement OR equivalent experience.

Preferred Qualifications:

• Master's Degree in Business, Operations, Finance, or related field AND 6+ years experience in program management, process management, or process improvement
  • OR Bachelor's Degree in Business, Operations, Finance, or related field AND 8+ years experience in program management, process management, or process improvement
  • OR equivalent experience.
• Demonstrated ability to define role expectations, design scalable enablement, build upskilling strategies, land organizational change, and drive adoption across distributed stakeholder groups.
• Program leadership skills, including structured planning, stakeholder alignment, governance, risk management, communications, and execution discipline.
• Experience creating learning paths, onboarding programs, readiness plans, capability-building programs, manager enablement, playbooks, or role-based guidance for complex organizations.
• Ability to synthesize ambiguous inputs into clear frameworks, practical recommendations, and executive-ready communications.
• Experience with Deal Desk, sales operations, commercial deal-making, field readiness, transformation programs, role evolution, operating model design, or capability development.
• Experience using AI and modern learning technologies to improve learning quality, upskilling effectiveness, scalability, personalization, or adoption measurement.
• Ability to influence senior stakeholders, facilitate cross-functional governance, and build communities that improve clarity, consistency, capability, and accountability.
• Operating in ambiguity, managing competing priorities, and driving alignment across business, field, HR, operations, tooling, and transformation stakeholders.

Success Measures

• Deal Desk employees and managers have clear, consistent role expectations, success measures, execution guidance, and development pathways.
• New hires and role transitions ramp faster through structured onboarding, practical learning journeys, and role-based enablement.
• Employees and managers strengthen the capabilities needed for current and future Deal Desk priorities through structured upskilling pathways and targeted capability-building programs.
• Business, process, policy, and tooling changes are landed through intentional role impact assessment, readiness planning, adoption reinforcement, upskilling, and feedback loops.
• Role changes and role-related decisions are managed through consistent governance that reduces ambiguity, improves cross-functional alignment, and strengthens community- based continuous improvement.

Business Program Management IC4 - The typical base pay range for this role across the U.S. is USD $97,600 - $188,400 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 $125,000 - $206,400 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.