The Job

Commercial Executive

Logistics, Sales & Operations · Sales & Business Development · Enterprise Sales · Sales Management

Join for updates

In short

The Commercial Executive (CE) is a strategic, customer-facing role responsible for leading Microsoft's commercial strategy and execution for customers in the United States. This role focuses on crafting and negotiating profitable commercial solutions, optimizing deals through price and non-price concessions, and building strong relationships with stakeholders.

Responsibilities

  • 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).
  • Create and manage commercial plan/contribute to account plan for strategic accounts.
  • Analyze customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory.
  • Anticipate and verify upcoming renewals as appropriate.
  • Define, negotiate complex commercial terms and lead the strategy for the negotiation approach.
  • Partner with leaders when negotiating complex commercial terms in collaboration with the account team and deal manager.
  • Consult with leaders on rhythm of negotiation team planning and reporting to stakeholders.
  • Develop trusted relationships with key customer stakeholders, partners, Account Team in order to help customers deliver their business goals and achieve Microsoft revenue targets.
  • Maintain in-depth and strategic understanding of Microsoft licensing programs and contracting.

Requirements

  • 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.
  • Proven track record of success in a B2B Commercial sales.
  • 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.
  • 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.

Desired 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.
  • Collaboration, adaptability, and a deep understanding of Microsoft Services and licensing programs are key to thriving in this role.
  • The ideal candidate is a negotiator with strategic thinking, and the ability to simplify complex legal and commercial constructs.

Benefits

  • Certain roles may be eligible for benefits and other compensation.
#sales#commercial#negotiation#licensing#microsoft
Microsoft Logo

Company

Microsoft

Job Posted

1 month ago

Employment Type

Full Time

WorkMode

Hybrid

Experience Level

Senior

Locations

United States

Qualification

Bachelor, Master

Applicants

Be an early applicant