Overview
The Commercial Executive (CE) 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. You will be responsible for revenue generation and growth, deal making and as the lead negotiator, for the negotiation strategy as you develop trusted relationships with key stakeholders and peers. As a seasoned sales and negotiation professional, you are unafraid of conflict. With a positive attitude and a passion for working with customers and partners, you are comfortable speaking at all organizational levels, from the senior leaders to the procurement / purchasing teams. You will make the best choices for the customer based on their commercial strategic needs. As a strategic, long-term thinker, you will be able to analyze data to identify trends, risks and opportunities. In-depth and strategic understanding of Microsoft Support, licensing programs and contracting is essential to your career success as a commercial executive at Microsoft.
Responsibilities
Responsibilities
You will achieve revenue and business growth for Microsoft and ensure compliance through the sales process.
You will understand your customers’ needs and address objections and tailor commercial solutions to ensure long-term success.
You will lead internal and external sales through commercial construct and deal making. Optimize right level of investment and customization leveraging price and non-price concessions.
You will identify and maximize business opportunities with new offerings, like Copilot and strategize and take relevant steps to make sure deal execution is successful.
You will be responsible for the negotiation Strategy by collaborating with Sales and Finance stakeholders to define the negotiation strategy and drive internal alignment regarding pricing, terms, and conditions.
As the Lead Negotiator, you will prepare compelling negotiation proposals, articulate value proposition and address customer concerns effectively.
You will develop trusted relationships with key customer stakeholders, partners, Account Team, Specialist Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets and collaborate with your peers in other areas to achieve business continuity, balance workload if required and share learnings.
Qualifications
Capabilities & Skills
Communicating with Impact
The ability to effectively articulate solutions' value with internal and external business stakeholders in a clear and concise manner, ensuring mutual objectives and priorities are presented and understood to drive successful outcomes in sales engagements.
Cultivating Strategic Partnerships
The ability to build and maintain strong business relationships and partnerships, nurture executive relationships, and establish credibility as a trusted advisor. This includes the ability to cultivate collaborative partnerships that drive business growth and establish oneself as a valued advisor in their field.
Maximizing Business Opportunities
The ability to apply business acumen and an understanding of businesses needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities. This includes the ability to effectively analyze market dynamics, recognize customer needs, qualify opportunities, and identify how Microsoft solutions can enable business capabilities that drive growth and innovation, while staying abreast of emerging trends and digital solutions.
Optimizing Account Operations
The ability to effectively manage accounts via strategic decision-making and a focus on operational excellence. This includes orchestrating opportunities and deals, developing sales strategies, managing compliance, and conducting thorough risk analysis to drive successful business outcomes and maximize customer value realization.
Selling Solutions
The ability to effectively sell Microsoft solutions by demonstrating value, influencing others, persuasively negotiating mutually beneficial agreements, disrupting conventional thinking, and consulting with stakeholders. This includes effectively navigating the sales process and demonstrating creativity and problem-solving skills to effectively articulate how solutions will drive business impact and value.
Strategically Managing Sales Pipelines
The ability to effectively analyze business needs, gather and analyze data, develop strategic plans, manage change, forecast trends, ensure quality, and make informed decisions. This also involves effective sales planning with a focus on strategically driving business and revenue growth.
Qualifications
We value diverse backgrounds and welcome candidates who bring strong commercial judgment, negotiation experience, and customer impact, even if their experience does not align perfectly with every requirement below.
Required qualifications
Bachelor's Degree in Business Management, Information Technology, Mathematics, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 8+ years sales and negotiation experience or related work or internship experience OR 12+ years sales and negotiation experience OR equivalent experience.
Preferred qualifications
Master's Degree in Business Management, Information Technology, Mathematics, Law, Marketing (or equivalent) AND 10+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 12+ years sales and negotiation experience or related work or internship experience OR 15+ years sales and negotiation experience OR equivalent experience.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about **requesting accommodations.**