Commercial Sales-Enterprise

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.  

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.

• The Commercial Executive (CE), is a sales professional and negotiator that will help our large commercial customers come to commercial terms across our business. 
•  You will negotiate contracting and pricing, serve as a lead point for escalations/negotiations, develop/model options, drive creative/transformative deal strategies, and evaluate your book of business and continually seek out revenue growth opportunities through up-selling and cross selling.
• You will work with and through the wider sales teams, both internally and externally to Microsoft, in order to achieve targets. You will be measured on sales goals as well as execution metrics that ensure quality deals. 
• You will provide expert advice & consultation to our customers around complex deal solutions.
• You will be the escalation point for any requirements to discount deals or adjust customer contract terms & conditions.
• You will build basic business cases that maximizes the monetization of our commercial solutions. 
• You will need have an insatiable appetite to continuously learn as well as energize around the company’s mission to empowering every person and every organization on this planet to achieve more.
• Agree on the best commercial deal through definition & negotiation of the commercial terms in collaboration with the Account Team. 
• Manage deal concessions to drive good deals for both Microsoft and the customer
• Work through and with various sellers, both internally and externally, other technical solution sellers in order to achieve revenue targets. Manage key stakeholders to meet critical deadlines.
• Lead internal sales and management teams through sales process optimizing for the right level of investment and customization.
• Early engagement and integration on Digital Transformation initiatives by leading customers through commercial terms
• Land on time revenue by overseeing the deals through the negotiation to processing & invoice.
• Contribute to account plans for the assigned sales territory.
• Contribute to the Commercial Executive community by sharing best practices and insights.

Required/minimum qualifications

• Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 3+ years sales and negotiation experience or related work or internship experience OR 5+ years sales and negotiation experience OR equivalent experience.
• Advanced English level.

Additional or preferred qualifications

• Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 4+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience OR 7+ years sales and negotiation experience OR equivalent experience.
• 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 explain complex solutions; skilled at simplifying the complex.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 will be essential but not required at hiring.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.