Commercial Executive

In our Small, Medium, Corporate (SMC) and Digital Sales organization, 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. 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.

As a Commercial Executive (CE) in the SMB (Small and Medium Business) space; this opportunity will allow you to help establish Microsoft as a leader in education by being able to articulate the Education Transformation Framework vision and craft deals that support the customer maturity framework/path for customers to take to enable their digital transformation based on their stage and objectives/capabilities they want to achieve.

As a Commercial Executive (CE) in the SMC space; this opportunity will allow you to establish Microsoft as a leader in the commercial space by being able to articulate the Commercial Transformation Framework vision and craft deals that support the customer maturity framework/path for customers to take to enable their digital transformation based on their stage and objectives/capabilities they want to achieve.

The Commercial Executive is a Trusted Advisor who leads the design and execution of the customer’s commercial strategy and negotiation, selling the right solution at the right time and ensuring every deal is compliant and profitable for Microsoft.

The Commercial Executive (CE), is a sales professional that will negotiate contracting and pricing, serve as a lead point for escalations/negotiations, develop/model options, drive creative/transformative deal strategies, evaluate your book of business and continually seek out revenue growth opportunities through up-selling and cross selling. 

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

Proactive Engagement

• 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 seize new opportunities that grow the Microsoft annuity footprint. Proactively consults internal partners (e.g., account team unit [ATU], specialist team unit [STU], customer success unit [CSU]) to maximize pipeline conversion. Prioritizes execution appropriately. Leverages knowledge to secure upsells that aligns to proven value. Works with account teams to identify growth opportunities and solutions. Creates and utilizes multiple e