Senior Finance Manager

Overview

Microsoft Industry Solutions Delivery (ISD) is a global organization hosting over 6,000 strategic sellers, industry and security experts, elite engineers, world-class data scientists and architects, consultants, and delivery specialists. Together with our partners, we help Microsoft's most strategic customers worldwide to address their specific challenges and provide comprehensive and industry-specific solutions that meet their unique needs.

The MCAPS Finance organization partners across all Microsoft products and services and plays a critical role in enabling and influencing sales teams worldwide. We are looking for finance leaders who proactively partner with both finance and business stakeholders to drive global impact - optimizing resources, maximizing revenue and margin, and accelerating market share growth. We empower our people to lead, perform at a high standard, and grow through diverse and meaningful career opportunities.

We are seeking a Senior Finance Manager to lead financial strategy and execution for pricing and sold margin across Industry Solutions Delivery (ISD), driving profitability through data-driven insights, deal economics, and cross-functional alignment. Partner with Sales, Deal Desk, and Finance teams to optimize pricing structures, improve margin performance, and enable disciplined, high-return growth.

Microsoft's mission is to empower every person and organization on the planet to achieve more. That's what inspires us, drives our work and pushes us to challenge the status quo every day. Through our Cloud-first strategy, we strive to deliver solutions that are optimized for the world and enable customers to drive their business more successfully.

Responsibilities

Sold Margin Ownership & Performance Management

* Own end-to-end sold margin performance as the primary profitability metric, including target setting, tracking, and variance analysis.

* Analyze key margin drivers (discounting, cost rates, resource mix, list pricing) to identify risks and opportunities and improve deal-level and portfolio profitability.

* Lead monthly close and reporting processes for sold margin, delivering clear insights to business leaders to support decision-making.

Pricing Strategy & Deal Economics

* Partner with Sales Excellence and Deal Desk to define and execute pricing strategies, including rate cards, discounting frameworks, and value-based pricing approaches.

* Evaluate deal economics by assessing discounting impact, ensuring alignment with profitability targets while supporting business growth objectives.

* Influence pricing decisions through scenario modeling and trade-off analysis to balance revenue growth and margin expansion.

Planning, Target Setting & Forecasting

* Lead sold margin target setting during annual and quarterly planning cycles, aligning cross-functional stakeholders on financial goals and assumptions.

* Develop financial models and scenario analyses to support planning under uncertainty and inform leadership decision-making.

* Drive consistency and rigor in forecasting methodologies across regions and teams.

Cross-Functional Partnership & Business Influence

* Serve as a key finance partner to Sales, Sales Excellence, Pricing, and Delivery teams to embed profitability discipline into sales motions and deal structuring.

* Facilitate alignment across global and regional stakeholders on margin targets, pricing levers, and performance improvement actions.

* Provide strategic guidance to leadership on trade-offs between growth, investment, and profitability

Data, Tools & Process Optimization

* Expert in data procurement (SQL, Power Pivot, Cube) with working knowledge of using AI tools

* Enhance financial reporting and analytics capabilities by integrating sold margin metrics into systems and improving data accuracy.

* Identify and resolve data quality issues impacting profitability insights (e.g., deal reporting, compensation metrics).

* Drive simplification and automation of financial processes to improve efficiency and scalability.

Key Impact Areas

* Improved sold margin performance and profitability across portfolio and pipeline

* Stronger pricing discipline and consistency across…