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.

　　Microsoft's mission is to empower every person and every organization on the planet to achieve more . 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.

　　Responsibilities

　　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.

　　Qualifications

　　Education, Skills and Knowledge:

　　Experience in commercial sales.

　　Experience defining and negotiating complex commercial terms.

　　Experience working with senior stakeholders.

　　Experience working cross-functionally.

　　Master's or Bachelor's degree (or equivalent qualification)

　　Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .