Commercial Sales

Microsoft envisions a cloud-empowered world. A world of more possibility, more innovation, more openness and more sky’s-the-limit thinking. A world where passionate innovators come to collaborate, envisioning what can be and taking their careers to places they simply couldn’t anywhere else. Our mission is to empower every person and every organization on the planet to achieve more
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***This mission is ambitious and at the core of what our customers deeply care about. At Microsoft we know this mission would be impossible without incredible, passionate and talented people. We want every employee to contribute their unique skills, discover their passions, and chart a course that makes a difference. We are always learning. Insatiably curious. We lean into uncertainty, take risks and learn quickly from our mistakes. We build on each other’s ideas, because we are better together. We take pride and live the Microsoft Values every day.

The Commercial Executive (CE), is a sales professional and negotiator that will help our large commercial customers come to commercial terms across our business. You will negotiate contracting and pricing, serve as a lead point for escalations/negotiations, develop/model options, drive creative/transformative deal strategies, and evaluate your book of business and continually seek out revenue growth opportunities through up-selling and cross selling. You will work with and through the wider sales teams, both internally and externally to Microsoft, in order to achieve targets. You will be measured on sales goals as well as execution metrics that ensure quality deals. You will provide expert advice & consultation to our customers around complex deal solutions. You will be the escalation point for any requirements to discount deals or adjust customer contract terms & conditions. You will build basic business cases that maximizes the monetization of our commercial solutions. You will need have an insatiable appetite to continuously learn as well as energize around the company’s mission to empowering every person and every organization on this planet to achieve more.
- Agree on the best commercial deal through definition & negotiation of the commercial terms in collaboration with the Account Team.
- Manage deal concessions to drive good deals for both Microsoft and the customer.
- Work through and with various sellers, both internally and externally, other technical solution sellers in order to achieve revenue targets. Manage key stakeholders to meet critical deadlines.
- Lead internal sales and management teams through sales process optimizing for the right level of investment and customization.
- Early engagement and integration on Digital Transformation initiatives by leading customers through commercial terms
- Land on time revenue by overseeing the deals through the negotiation to processing & invoice.
- Contribute to account plans for the assigned sales territory.
- Contribute to the Commercial Executive community by sharing best practices and insights

**Responsibilities**:
The Commercial Executive is a trusted advisor who leads the design and execution of the Enterprise 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. The Commercial Executive will be responsible for the following:
**Deal Making **Lead internal and external sales and management teams through support sales 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. Address necessary customer non-standard terms and conditions requirements in alignment with Microsoft policy.

**Negotiation **Define, negotiate complex commercial Support Services 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 Support Services revenue targets. Collaborate with your peers in other areas to achieve business continuity, balance workload if required and share learnings.

**Qualifications**:
**Key Experiences**:

- Seasoned sales and negotiation professional, unafraid of conflict.
- 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.
- Team player and collaborative
- In-depth and strategic understanding of Microsoft Sup