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In Microsoft Customer and Partner Solutions (MCAPS) Finance, we’re driving shareholder value in 50+ subsidiaries & 100+ Sales Locations and carry the local accountability for the financials as well as statutory and compliance matters across Microsoft commercial segments and products.

**We**:

- Land the company vision around the transformation of our business and customer orientation in the subsidiaries and externally.
- Drive strategic resource allocation and investments through local insights, ensuring optimal returns aligned with our worldwide strategy
- Key focus is on new business and consumption with an industry and workload perspective.
- Build trust to lay the foundation of long-term growth from a customer and shareholder point of view in a compliant way.
- Empower and inspire our people to lead and be part of high performing impactful teams while providing diverse career opportunities.

Microsoft MCAPS Latin America (Latam) Finance team is looking for a Latam Commercial Finance Director, one of the most senior roles in Microsoft Latin America Finance. Reporting to the Area CFO and leading a team of approximately 10 people, this person will:

- Partner with Latam Senior Commercial Leaders (Enterprise/Industry, CSU, SMC, GPS and especially the STU lead) and with MCAPS Core team to drive topline revenue and consumption growth, and maximize ROI.
- Lead a team of HQ commercial finance managers (5 directs including one manager, 10 in total)
- Identify & prioritize growth opportunities, in partnership with FP&A; team, focusing on our big bets (Industries, Digital Natives, Scale/Breadth motions).
- Navigate conversations on how to drive consumption - Provide insights in industry & customer trends, and workloads
- Proactively engage in structuring large deals.



Deliver and optimize large deal economics with an end to end view (e.g. ECIF, discounts, channel incentives, Services).
- Lead DWR support for major deals
- Deliver forecast accuracy across our 3 bold ambitions and across billed (annuity mix), consumed revenue and controllable COGS/OPEX
- Customer showcase: Be actively engaged to tell our story and drive digital transformation. Drive targeted partner and customer reviews, own account sponsorship and impactful Business Decision Maker engagement.
- Enforce and enhance the Controls and Compliance framework.

**Responsibilities**:
**People Management**
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

**Prioritize**
- Leads business analytics and research activities determining present and future financial performance, formulating and evaluating financial plans, economic transactions, and future opportunities. Prepares, summarizes, and drives recommendations.
- Leads effort to work with business partners to translate top-down targets to an accountable budget and to generate operational plans and strategy within their organization.



Leads annual planning and forecasting processes. Reviews, analyzes, and prepares recommendations for preliminary and adjusted forecast cycles. Partners and solicits insight from senior business and commercial stakeholders.
- Provides direction and actionable insights on the state of the business to key stakeholders. Guides team to focus on driving profitable growth by being an integral part of planning and performance tracking processes. Collaborates and empowers others to ensure execution of plans and accountability for results.
- Leads customer relationship management. Oversees complex negotiations with customers. Ensures that organization and teams remain customer-centric. Develops strong relationships with customers at senior levels. Develops capabilities of teams to engage with customers on their wider relationships with Microsoft. Manages balance between customer centricity, enablement of sales, and cost effectiveness. Drives recommendations for solutions to complex financial issues with customers.

**Partnership**
- Partners with senior business and commercial leaders to drive performance and strategy to achieve the best return on investment (ROI) and shareholder return. Gains commitment from stakeholders to align execution and mitigate risk. Guides team to focus on generating actionable business insights to drive profitable growth and shareholder return by being an integral part of the business decision making process. Partners across boundaries to remediate and resolve complex issues.
- Applies advanced understanding of Microsoft business, industry, and drivers of shareholder return to ensure senior leaders are presented with the most relevant data, insights, risks, and recommendations necessary to

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📌 Latam Commercial Finance Director (Santiago)
🏢 Microsoft
📍 Santiago