Commercial Executive (SDP) - EMEA

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The SDP EMEA Commercial Executive acts as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs. The Commercial Executive will leverage the sales science (e.g., pipeline metrics, closed rates, competitive selling) to establish a strategic sales execution cadence.

This role works closely with Area teams and account teams to develop customer-centric offers by engaging with and aligning account teams around the deal(s) that they are casting. Thereby, establishing the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability, compliance and the negotiation outcome.

Microsoft’s mission is to empower every person and every organisation 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

• Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND solid sales and negotiation experience
  • or related work or internship experience OR extensive sales and negotiation experience OR equivalent experience

• Creates commercial plan for the assigned sales accounts by mapping out how to maximize qualified medium in size/scope or low complexity commercial opportunity for the account with some support from more experienced colleagues. Develops and leverages an understanding of customer commercial history, inclusive of discounts, concessions, and consumptions for account. Identifies and anticipates upcoming renewals as appropriate
• Ensures adherence to volume licensing, commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making. Ensures sales and negotiation strategies adhere to established guidelines, policies, and legal standards. Partners with high-risk deal desk (HRDD) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively raises compliance issues as needed to legal personnel, likely through manager. Ensures that their own work reflects a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy). Helps to ensure that win/win-compliant deal making occurs while creating commercial solutions.
• Assists in analyzing deals for risks related to contract growth, partner channel risk, profitability (supported by deal desk as needed), legal issues, and contracting. Identifies and escalates risk as needed. Leverages both corporate and local resources.
• Keeps up to date with current tools. Learns when to take risks (e.g., market making deal).
• Works in collaboration with the account team when negotiating commercial terms. Develops an understands stakeholders. Supports negotiation strategy (e.g., solution development, raises potential vulnerabilities, helps define walk-away positions). Identifies and raises potential vulnerabilities.
• Leverages knowledge of negotiation skills, strategies, and tactics daily. Takes the risk to customers and Microsoft of no agreement into account when making decisions.
• Supports development of the negotiation approach by engaging with senior stakeholders internally and externally. Works to ensure that stakeholders are accountable for negotiation outcome(s).