Senior Commercial Executive

Overview Acts as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs. Leverages understanding of sales science (e. g.

, pipeline metrics, closed rates, competitive selling) to establish a strategic sales execution cadence. Develops customer-centric offers by engaging with and aligning account teams around the deal(s) that they are casting. Ensures that Win/Win compliant deal making occurs while creating commercial solutions.

Establishes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability and the negotiation outcome.

The Senior Commercial Executive engages with and provides tactical direction to sellers and business stakeholders in order to achieve revenue targets. Leverages expertise in customer business needs and desired outcomes and identifies and applies new tools and processes to achieve revenue goals using ethical selling methods.

Leads internal sales and management teams through sales process optimizing for the right level of investment and customization. Proactively identifies, prioritizes, and evaluates business opportunities which vary based on deal lifecycle and AI-enabled customer solutions.

Partners with customer, partner, support, and account teams to ensure value is delivered during lifecycle management planning and ensure that all teams are aligned on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth. Owns and leads the design of commercial deal construct that enable the company to scale and grow the business.

Drives adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making. Utilizes deep expertise in liability to evaluate and recommend risk tolerance strategies.

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

Leverages knowledge of best practices and strategies to accomplish goals. Understands nuances of product strategy per solution area. Leads analysis competitive positioning and use cases.

Possesses and utilizes knowledge of industry, competition, and Microsoft offering to accomplish goals. Mentors peers and provides recommendations to align pricing and offers commercial strategies to meet customer needs. Provides strategic guidance and tactical plans internally and externally.

Demonstrates agility in aligning business strategies within region. Actively pursues learning opportunities and reinforces understanding of local subsidiary strategy. Fosters alignment across teams, especially with regard to aligning Microsoft portfolio and customer business outcomes.

Fosters sharing of best practices and strategies across internal teams (e. g. , product groups, field sales force, leadership).

Leads initiatives to create clarity in work. Inspires teams to follow through on plans. Buys engagement from multiple stakeholders to ensure that all Microsoft solution capabilities are represented.

Leads internal sales and management teams through sales process optimizing for the right level of investment and customization. Ensures tasks are accomplished across stakeholders with appropriate breadth and depth. Crafts and presents deals that will process, including any standard or custom amendments and documentation.

Secures and leverages internal resources to assist with customer queries regarding contract terms. Leads negotiations of contractual amendments within empowerment. Develops deal strategies to present offers to clients.

Demonstrates strong leadership and engagement with all stakeholders to ensure that their teams are executing effectively while reaching milestones and that all internal stakeholders are aligned on closing to avoid deal delay. Ensures that the appropriate value has been sold and the deployment plan has been considered. Leverages comprehensive knowledge of sales science and operational acumen (e.

g. , pipeline metrics, close rates, competitive selling) to lay out a strategic sales execution cadence. Leverages AI tools to analyze and synthesize multiple data inputs quickly and drives strategic decision making to ensure the best sales and revenue production and velocity through management team.

Partners with customer, partner, support, and account teams to ensure value is delivered during lifecycle management planning and ensure that all teams are aligned on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth.

Initiates and develops challenger relationships with customers/partner to understand their priorities and strategies, and structures deals that drive value and contribute to Microsoft growth through attainment of revenue-based, share-based, and/or consumption-based quota independently. Demonstrates empathy with high-level customers and partners.

Grows share and adoption while simultaneously driving business value for customers. Works collaboratively within the customer/partner ecosystem to balance customer/partner and Microsoft needs when crafting value-based solutions. Represents customer and partner requirements in proposals.

Translates requirements into proposals. Provides direction and recommendations to internal stakeholders to help solve customer/partner issues. Leverages knowledge about customer/partner priorities and industry challenges to solve problems.

Validates and translates commercial strategies for customers and partners. Identifies and recommends the right resources to solve partner issues in deals. Fosters and grows senior leader trusted relationships with customers and partners.

Strategically engages with partners (e. g. , scale partner, cloud solution provider [CSP]) on effective ways to establish customer solutions for the benefit of all parties.

Leverages expertise in customer business needs and desired outcomes and identifies and applies new tools and processes to achieve revenue goals using ethical selling methods. Mentors others on developing pricing scenarios and proposals. Leverages industry knowledge expertise and leads competitive analyses that substantially contribute to and shape commercial solutions.

Acts as a trusted advisor both internally and with customers in the sales process. Ensures appropriate monetization of commercial solutions. Provides direction and guidance during early engagement, planning and ideation process.

Serves as an expert and advises on account territory planning. Crafts and communicates novel and innovative close plan strategies. Aligns language of renewal or negotiation to customer's understanding.

Demonstrates customer understanding. Works within portfolio to gain strategic position. Drives the creation of best practices for deal making.

Builds consistency across deals. Examines deals from different angles (e. g.

, year over year), models different variables to make the most effective deal. Presents and speaks at a C-level audience to understand business solutions outside of technology solutions and understands the terminology of working at this level.

Engages with and provides tactical direction to sellers and business stakeholders in order to achieve revenue targets. Secures and deploys critical resources (e. g.

, deal desk, sales support, partners, finance) to drive business outcomes. Orchestrates high levels of strategic conversations internally or externally. Serves as an expert and resource for others and provides guidance to align commercial strategy to customer needs.

Drives the planning and executio