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In this role, as Commercial Executive you're 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.

#NextPlay

Responsibilities

The Commercial Executive will be responsible for the following: 

Deal Making

Lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization. Optimize deal customization leveraging price and non-price concessions. Identify business opportunities which vary based on deal lifecycle and artificial intelligence (AI). 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.

What you do in this role:

Supports various sellers, in order to achieve revenue targets. Collaborates with business stakeholders (e.g., Corporate, External, and Legal Affairs [CELA], operations, finance) and across teams. Supports in the utilization of critical resources (e.g., deal desk, sales support, partners) to drive business outcomes. 

Demonstrates fundamental understanding of customer business needs and desired outcomes to achieve revenue goals using an ethical selling perspective. Contributes to developing commercial proposals. 

Optimizes for the right level of investment and customization. Contributes to orchestration across stakeholders with appropriate breadth and depth with some support from others. Crafts deals that will process (book). Includes any standard or custom amendments and documentation. Articulates Microsoft contractual documentation. Ensures needs of territory are well met with compelling proposals. Drives upsell and cross-sell. Handles objections and may negotiate contractual amendments within empowerment. Contributes to the presentation of offers to clients. 

Understands and anticipates business opportunities which vary based on deal lifecycle and artificial intelligence (AI) (e.g., upsell/cross-sell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft commercial strategies to influence the likelihood of winning new opportunities that grow the Microsoft annuity footprint. Proactively consults sales support to maximize pipeline conversion. Engages in account planning. 

Understands best practices and strategies and requires minimal support from more experienced team members. Develops an understanding of product strategy per solution area. Analyzes competitive positioning and use cases. Actively develops their knowledge of industry, competition, and Microsoft offerings. Provides feedback to align pricing and offer strategy to meet customer needs. Identifies potential commercial strategies to meet customer needs. 

Works with customer/partner support/account teams during lifecycle management planning to ensure that value is delivered and that customer/partner priorities, strategies, and budget are clear so that they can structure deals that drive annuity and cloud growth. Demonstrates empathy with customers and partners. Grows share and adoption while simultaneously driving business value for customers.  Simplifies commercial strategies for customers and partners.

Mastering Key Skills

Creates commercial plan for the assigned sales accounts by mapping out how to maximize qualified medium in size/scope or low complexity commercial opportunity for the account with some support from more experienced colleagues. Looks at customer commercial history, inclusive of discounts, concessions, and consumptions for account. Anticipates upcoming renewals as appropriate.

Ensures adherence to volume licensing, commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making. Ensures sales and negotiation strategies adhere to established guidelines, policies, and legal standards.

Analyzes deals for risks related to contract growth, partner channel risk, profitability, legal issues, and contracting. Assesses and escalates risk as needed. Coaches others on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal).

Defines and negotiates commercial terms in collaboration with the account team. Understands stakeholders. Supports negotiation strategy (e.g., solution development, raises potential vulnerabilities, helps define walk-away positions). Identifies and raises potential vulnerabilities. Leverages knowledge of negotiation skills, strategies and tactics daily. Takes the risk to customers and Microsoft of no agreement into account when making decisions. Supports development of negotiation the negotiation approach by engaging with senior stakeholders internally and externally. Works to ensure that stakeholders are accountable and that the negotiation outcome is achieved.

Qualifications

Required/Minimum Qualifications

Proven sales and negotiation experience

OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND sales and negotiation experience or related work or internship experience

OR equivalent experience.

Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.

Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.

Deal crafting, negotiating terms and contracts for digital transformation initiatives.

Additional or Preferred Qualifications

Relevant sales and negotiation experience

OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND sales and negotiation experience or related work or internship experience

OR Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND sales and negotiation experience or related work

OR equivalent experience.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.