Commercial Executive

The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources – including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment – Civilian, Defense, or intelligence community.

As a Commercial Executive, you will be engaging directly with our Government customers to support their selection and procurement of Microsoft Cloud solutions to help them meet their mission and enterprise objectives. 

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.

Responsibilities

Deep Proactive Engagement
• Leads collaborations with various sellers and business stakeholders in order to achieve revenue targets independently. Leverages critical resources (e.g., deal desk, sales support, partners, finance) to drive business outcomes. Contributes to high levels of strategic conversations internally or externally. Proactively engages with others to align commercial strategy to customer needs. Participates in the planning and execution of strategies with partners to ensure that solutions are aligned to customer commercial strategic needs. Applies deep knowledge of solution assessment and expected outcomes to determine how commercial licensing and contracting should be changed to best meet customer needs. Drives accountability in resolving cross-functional issues to successful conclusion. Engages in feedback loop to corporate to improve/simplify contractual commercial to meet business needs or market opportunities. Fosters overall success by driving team collaboration, cross segment and cross group collaboration. Leads teams by sharing knowledge, supporting the onboarding of others in the same role, and proactively responding to feedback.
• Leverages advanced knowledge of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods. Develops and presents pricing scenarios and proposals. Builds upon industry knowledge and independently conducts competitive analysis to craft commercial solutions. Acts as a trusted advisor both internally and with customers in the sales process. Ensures appropriate monetization of commercial solutions. Leads early engagement, planning and ideation process. Coordinates and collaborates with peers and stakeholders to influence account territory planning. Crafts and executes close plan strategies. Aligns language of renewal or negotiation to customer's understanding.
• Leads internal sales and management teams through sales process optimizing for the right level of investment and customization. Accomplishes tasks across stakeholders with appropriate breadth and depth. Crafts deals that will process, including any standard or custom amendments and documentation independently. Leverages internal resources to assist with customer queries regarding contract terms. Finalizes legal amendments reflecting operational and other requirements granted in specific customer situations. Handles objections and negotiates contractual amendments within empowerment as needed. Actively participates in the development of deal strategies to present offers to clients. Engages with stakeholders to ensure that efforts are executed effectively and that milestones are being reached. Ensures that the appropriate value has been sold and that the deployment plan has been considered. Leverages advanced understanding of sales science and operational acumen (e.g., pipeline metrics, closed rates, competitive selling) to establish a strategic sales execution cadence. Analyzes multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team where appropriate. Develops an outlook on upcoming business opportunities for their territory.
• Proactively identifies business opportunities which vary based on deal lifecycle and artificial intelligence (AI) (e.g., upsell/cross-sell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft commercial strategies to seiz