Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The team at Microsoft ANZ sees Start-ups and cloud-born organisations as critical to our mission. These companies will help accelerate the priorities of our nations and change our world for the better as they aim to transform business process, finance, climate action, and more—changing the way we live and work. Microsoft aspires to empower every cloud-born innovator to scale and grow with Microsoft technology and via Microsoft’s unique channel and customer ecosystem. 

Our team of passionate, fun, and tech-inspired humans are looking for Commercial Executive to drive commercial outcomes in partnership with customers, to achieve business outcomes. 

The Commercial Executive is a trusted advisor who leads the design and execution of the customer’s commercial strategy and negotiation, selling the right commercial solution at the right time and ensuring every deal is compliant and profitable for Microsoft.

Responsibilities

The purpose of this role 

The Commercial Executive will be responsible for the following: 

Deal Making
Lead internal and external sales and management teams through commercial construct optimising for the right level of investment and customisation. Optimise deal customisation leveraging price and non-price concessions. Identify business opportunities which vary based on deal lifecycle. Take relevant steps to make sure deal execution is successful.

Negotiation
Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.

Collaboration
Develop trusted relationships with key customer stakeholders, partners, Account Team in order to help our customers deliver their business goals and achieve Microsoft revenue targets.

Qualifications

What skills do you need to have? 

There will be many opportunities for you to learn and grow into this role and Microsoft. 

However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:  

• Seasoned sales and negotiation professional, unafraid of conflic
• Positive attitude and a passion for working with customers and partners
• Comfortable speaking at all organizational levels, from the CxO to the procurement / purchasing teams.
• Able to make the best choices for the customer based on their commercial strategic needs
• Strategic, long-term thinker able to analyze data to identify trends, risks and opportunities
• In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.

 

Deep Proactive Engagement

• Orchestrates high levels of strategic conversations internally and with our customers.
• Proactively engages with others to align commercial strategy to customer needs.
• Serves as trusted business partner and advisor to customers to ensure that solutions are aligned to customer commercial strategic needs.
• Acts as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs.
• Engages in feedback loop to corporate to improve/simplify contractual commercial to meet business needs or market opportunities.
• Contribute to overall success by driving strong team collaboration, cross segment and cross group collaboration.
• Contributes to teams by sharing knowledge, supporting the onboarding of others in the same role and proactively seeking help.

Minimum Qualifications  

• 7+ years sales and negotiation experience
  OR Bachelor\'s Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience
  OR equivalent experience.