Commercial Sales

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In SMC and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

The Commercial Executive (CE) in SMC, is a sales professional and negotiator that will help our customers come to commercial terms across our business and also acting as trusted advisor. 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.

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 and ensuring every deal is compliant and profitable for Microsoft.

This opportunity will allow you to hone your selling skills, become adept at deal strategizing and structuring, and develop your stakeholder management skills. This is a full time role with the opportunity to work from home partially.

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.

Required/Minimum Qualifications (RQs/MQs)

• Bachelor's degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND proven years of sales and negotiation experience or related work or internship experience
  • OR Master's degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND Significant years of sales and negotiation experience or related work
  • OR equivalent experience
• Extensive years of sales and negotiation experience or equivalent experience.
• 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 - high performing individualists will not be successful.
  • In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.

Additional or Preferred Qualifications (PQs)

• Master's degree in Business Administration (i.e., MBA), Information Technology, or related field AND technology-related sales or account management experience
  • OR Bachelor's degree in Information Technology, or related field AND technology-related sales or account management experience; OR Sales and partner management, sales processes and methodologies training as per Industry Standard.
  • OR equivalent experience

• Deal Making
  • Lead internal and external sales and management teams through 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.
• Negotiation
  • Define, negotiate complex commercial 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 revenue targets.
• Compliance
  • Ensures adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making