Commercial Sales Executive

If you are passionate about helping State and Local Governments (SLG) achieve their goals, embrace this era of digital transformation and AI, then you might be interested in joining the US State & Local Government Customer Success team at Microsoft.  We are looking to hire a Commercial Sales Executive to join our team.

As a member of this team, you will work with some of Microsoft’s largest and most influential customers in the public sector, helping them leverage Microsoft technology to improve their services, empower their employees, and engage their constituents. You will have the opportunity to collaborate with a diverse and talented team of experts, learn from the best practices and insights of the industry, and make a positive impact on the communities you serve. 

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’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

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. 

Key Experiences:

• 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.

Deep Proactive Engagement

• 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. Proactively engages with others to align commercial strategy to customer needs. Serves as trusted business partner and advisor to partners to ensure that solutions are aligned to customer commercial strategic needs. Acts as a trusted advisor 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. Contribute to overall success by driving team collaboration, cross segment and cross group collaboration. Contributes to teams by sharing knowledge, supporting the onboarding of others in the same role and proactively seeking help.
• 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