Microsoft Hong Kong is looking for a customer facing, Commercial Executive. The role is a trusted advisor who lead 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. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture 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. This role works 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:

Deep Proactive Engagement

• Collaborate with various sellers and business stakeholders to achieve revenue targets and align commercial strategy to customer needs.
• Leverage advanced knowledge of customer business needs and industry trends to craft and monetize commercial solutions and close deals.
• Proactively identifies and seizes new business opportunities based on deal lifecycle and AI insights.
• Creates and manages commercial plan for strategic and key accounts by analyzing customer history and anticipating renewals.
• Drives compliance with commercial solutions policy and coaches sales team on ethical and legal standards.
• Analyzes and manages risks and negotiates complex commercial terms with leaders and stakeholders.
  
  

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.
• Collaborate with sales teams through commercial construct optimising for the right level of investment and customisation.
• Optimise deal customisation leveraging price and non-price concessions.
• Support sales team in crafting and executing 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.
• Identifies issues and potential recommendations for internal stakeholders to help solve customer issues.
• Simplifies commercial strategies for customers and partners with minimal guidance.
  
  

Qualifications

• Seasoned sales and negotiation professional, ability to deal with conflicts.
• 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 with the ability to analyze data to identify trends, risks and opportunities.
• Team player and collaborative with strong sense of accountability
• In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.
• 10+ years of sales and negotiation experience or related work experience
• Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field
  
  

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.