Senior Commercial Executive

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

In short

Senior Commercial Executive for the Financial Services Team. This remote role involves acting as a trusted advisor for commercial licensing and contracting, leveraging sales science to establish strategic execution and develop customer-centric offers. Requires extensive sales and negotiation experience, with opportunities for travel.

Responsibilities

Act as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs.
Leverage understanding of sales science (e.g., pipeline metrics, closed rates, competitive selling) to establish a strategic sales execution cadence.
Develop customer-centric offers by engaging with and aligning account teams around deals.
Ensure Win/Win compliant deal making occurs while creating commercial solutions.
Establish the strategy for the negotiation approach by engaging with senior stakeholders internally and externally.
Drive accountability and the negotiation outcome.
Engage with and provide tactical direction to sellers and business stakeholders to achieve revenue targets.
Leverage expertise in customer business needs and desired outcomes to identify and apply new tools and processes to achieve revenue goals using ethical selling methods.
Lead internal sales and management teams through the sales process, optimizing for the right level of investment and customization.
Proactively identify, prioritize, and evaluate business opportunities which vary based on deal lifecycle and AI-enabled customer solutions.
Partner with customer, partner, support, and account teams to ensure value is delivered during lifecycle management planning.
Own and lead the design of commercial deal constructs that enable the company to scale and grow the business.
Drive 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.
Utilize deep expertise in liability to evaluate and recommend risk tolerance strategies.
Lead complex, high-value deal negotiations.
Coach others in the application of proven sales and commercial methodologies.
Maintain and leverage a thorough understanding of internal and external stakeholders.
Leverage negotiation strategies and assign roles and responsibilities while considering customer needs.
Brief leadership team on negotiation strategy and solicit sign off for largest deals.
Articulate and maintain the strategy for the negotiation approach by formulating plans with all required stakeholders.
Share accountability for negotiation outcome(s).
Evaluate risk and liability as part of deal consideration and escalate when appropriate.
Share best practices and experiences to create efficiencies for teams.
Assess when engagement and executive engagement is necessary due to deal size, complexity, or strategic importance.
Coach others to ensure compliance is embedded in the deal making process.
Advise on others' sales and negotiation strategies to ensure adherence to guidelines, policies, and legal standards.
Partner with Deal Execution Compliance (DEC) and audit teams.
Leverage relevant tools including business conduct and integrity, appropriately and confidentially.
Actively and promptly raise compliance issues through available channels.
Mentor less experienced team members in addressing compliance investigations.
Provide recommendations to address potential non-compliance issues and redirect appropriately.
Serve as a trusted advisor on compliance (e.g., GDPR).
Exemplify and drive a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy).
Drive adherence to security policies and standards, ensuring proper security classification on internal and customer-facing documentation.
Oversee win/win-compliant deal making processes.
Provide guidance to peers around account planning and AI-usage to maximize revenue.
Use AI tools to synthesize data on customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory.
Handle deal escalation strategies and tactics as necessary.

Requirements

Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 8+ years sales and negotiation experience or related work or internship experience OR 12+ years sales and negotiation experience OR equivalent experience.

Desired Qualifications

Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 10+ 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 12+ years sales and negotiation experience or related work or internship experience OR 15+ years sales and negotiation experience OR equivalent experience.

Benefits

Certain roles may be eligible for benefits and other compensation.

Skills

Sales ScienceNegotiationAI

#Commercial Sales#Sales#Financial Services

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