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 is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
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
. 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
Deal Making
- Act as an expert to 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 life-cycle 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, for key deals.
Collaboration
- Develop trusted relationships with key customer stakeholders, partners, Account Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets.
Deep Proactive Engagement
- Acts as a trusted advisor to support subsidiary sales teams to determine how commercial licensing and contracting should be changed to best meet customer needs. Contributes to teams by sharing knowledge, supporting the on-boarding of others in the same role and pro-actively seeking help.
- Collaborates with various sellers and business stakeholders in order to achieve revenue targets. Leverages critical resources (e.g., business desk, sales support, partners, finance) to drive business outcomes. Orchestrates high levels of strategic conversations internally or externally. Pro-actively engages with others to align commercial strategy to customer needs.
- Leverages knowledge of customer business needs and Microsoft licensing policies to achieve revenue goals using ethical selling methods. Contributes to developing pricing scenarios and proposals. Develops industry knowledge and conducts competitive analysis to contribute to crafting commercial solutions.
- Leads internal sales and management teams through sales process optimizing for the right level of investment and customization.
- Helps other team members understand Microsoft/customer business strategies and why they are important for accomplishing goals. Creates clarity in their work and encourages others to do the same. Ensures that their peers follow through on plans.
Mastering Key Skill
- 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. Coaches sales team to ensure compliance. Maintains and ensures others' sales and negotiation strategies adhere to established guidelines, policies and legal standards. Works with secondary deal review teams (SDR) where applicable, audit teams.
- Acts as an expert deals and analyzes deals for risks, profitability (supported by Business Desk as needed), legal issues, and contracting. Assesses and escalates risk as needed. Coaches other sellers and Commercial Executives on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal).
- Acts as an expert to define and negotiate complex commercial terms in collaboration with the account team.
Qualifications
Required/Minimum Qualifications
- Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND extensive experience in sales and negotiation or related work
- OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND extensive experience of sales and negotiation experience or related work or internship experience
- OR extensive years of sales and negotiation experience
- OR equivalent experience.
Additional Or Preferred Qualifications
- Knowledge of Microsoft Volume Licensing Programs.
- Language speaking skills: This role requires proficiency in written, reading, and conversational English as all business operations as well as customer communications are conducted in English.
- Additional advantage: speaking Romanian language.
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.
