Commercial Executive

We envision a world where passionate innovators come together to collaborate, taking the sales to the next level and taking their careers to places they simply couldn’t do anywhere else. The Commercial Executive (CE) role is a strategic and customer-facing position designed to lead the commercial strategy and execution for Microsoft’s customers in the United States.

• 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).
• Creates and manages commercial plan/contributes to account plan for strategic accounts by mapping out how to maximize qualified medium in size/scope or complex commercial opportunity for the account.
• Analyzes customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory.
• Anticipates and verifies upcoming renewals as appropriate.
• Drives adherence to commercial solutions policy for commercial deal execution, and coaches sales team to ensure compliance.
• Actively and promptly raises compliance issues; drives a culture of compliance through deal execution and related parts of Microsoft policies.
• Assesses and analyzes deals for risks related to profitability, legal issues, and contracting.
• Coaches others on assessment and escalation of risk.
• Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
• Partners with leaders when negotiating complex commercial terms in collaboration with the account team and deal manager.
• Understands stakeholders (priority). Leverages formal negotiation strategies and identifies important factors for successfully negotiating.
• Consults with leaders on rhythm of negotiation team planning and reporting to stakeholders.
• Utilizes the strategy for the negotiation approach by engaging with experienced stakeholders internally and externally.
• Drives accountability for negotiation outcome(s).
• 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.
• Leads collaboration with sellers and stakeholders to achieve revenue targets.
• Leverages critical resources (e.g., deal desk, sales support, operations, partners, finance) to drive business outcomes.
• In-depth and strategic understanding of Microsoft licensing programs and contracting.
• Proactively engages with others to align commercial strategy to customer needs.
• Applies knowledge of expected outcomes to determine how commercial licensing/contracting should be changed to meet customer needs.
• Drives accountability in resolving cross-functional issues to successful conclusion.
• Fosters overall proficiency by driving proficient team collaboration.

• Minimum Qualifications: 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.
• Additional or preferred qualifications: Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 6+ 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 7+ years sales and negotiation experience or related work or internship experience OR 9+ years sales and negotiation experience OR equivalent experience.
• 7+ years of experience with deal strategy, deal execution and contractual negotiations.
• 7+ years of experience in Customer Facing Commercials and Presenting to C-Level Executives.
• Proven track record of proficiency in a Business to Business (B2B) Commercial sales.
• Able to make suitable choices for the customer based on their commercial strategic needs.
• Strategic, long-term thinkers able to analyze data to identify trends, risks, and opportunities.

• Health insurance
• 401k matching
• Discounts on products and services
• Generous time away
• Giving programs
• Opportunities to network and connect

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.