Commercial Executive

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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.

Required/Minimum Qualifications

• Proven sales and negotiation experience
• Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND sales and negotiation experience

Collaborating with Microsoft’s largest Enterprise customers, a Commercial Executive is empowered to close Volume Licensing deals and continually seek out revenue growth opportunities. They work in close partnership with sales teams to develop strategies for increasing revenue and improving customer satisfaction by accelerating technology solutions to meet customer needs.

Success is measured on sales goals as well as execution metrics that ensure on-time and quality customer deals. Building relationships with the sales teams is key as the Commercial Executive will provide expert advice, consultation and guidance in complex licensing scenarios. Being a strong decision maker will be key as this role is the escalation point for any requirements to discount deals or adjusting customer contract terms & conditions. Our most successful Commercial Executives are always open to learning, collaborating and being customer obsessed to ensure customer success.

The Commercial Executive will be responsible for the following:

Deal Making

• Leverage advanced knowledge of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods. Develop and present pricing scenarios and proposals.
• Build upon industry knowledge and independently conducts competitive analysis to craft commercial solutions.
• 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.
• Crafts and executes close plan strategies.
• Aligns language of renewal or negotiation to customer's understanding.

Negotiation

• Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders. Ensures appropriate monetization of commercial solutions.

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.
• Initiates and develops challenger relationships with customers to understand their priorities and strategies, and structures deals that drive value and contribute to Microsoft growth through attainment of revenue-based, share-based, and/or consumption-based quota with minimal guidance.
• Grows share and adoption while simultaneously driving business value for customers.
• Proactively identifies and balances customer and Microsoft needs when crafting value-based solutions.
• Represents customer and partner requirements in proposals.
• Identifies issues and potential recommendations for internal stakeholders to help solve customer issues.
• Simplifies commercial strategies for customers and partners with minimal guidance.

Deep Proactive Engagement

• Partners with various sellers in order to achieve revenue targets with general guidance. Collaborates with business stakeholders (e.g., Corporate, External, and Legal Affairs [CELA], operations, finance) and across teams. Applies knowledge of critical resources (e.g., deal desk, sales support, partners) and leverages them to drive business outcomes. Provides advice to peers and manager on how to adjust commercial licensing approach to meet customer needs. Ensures others are aware of their roles in orchestration. Contributes to overall success by driving strong team collaboration, cross segment and cross group collaboration. Educates peers and teams by sharing knowledge, supporting the onboarding of others in the same role, and proactively seeking help.
• Demonstrates fundamental understanding of customer business needs and desired outcomes to achieve revenue goals using an ethical selling perspective. Utilizes knowledge of customer needs and desired outcomes to develop commercial proposals. Develops industry knowledge and understanding of competitive analysis to contribute to crafting commercial solutions. Participates in early engagement, planning and ideation process with limited supervision. Prepares account territory planning and actively seeks feedback on plan. Crafts close plan strategies. Understands the correct commercial channel and how to leverage it. Leverages Microsoft financing knowledge if applicable to advance commercial outcomes. Incorporates principles of ethical selling into tasks. Renews agreement and knows/adjusts language of renewal or negotiation.

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. Develops and leverages an understanding of customer commercial history, inclusive of discounts, concessions, and consumptions for account. Identifies and 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. Partners with high-risk deal desk (HRDD) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively raises compliance issues as needed to legal personnel, likely through manager. Ensures that their own work reflects a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy). Helps to ensure that win/win-compliant deal making occurs while creating commercial solutions.