Commercial Executive
Logistik, försäljning och verksamhet · Försäljning och affärsutveckling · Företagsförsäljning · Försäljningsledning
I korthet
The Commercial Executive role at Microsoft focuses on leading the commercial strategy and execution for customers in the United States within the Manufacturing & Mobility organization. This strategic, customer-facing position involves crafting and negotiating compliant and profitable commercial solutions, optimizing deal customization, and building trusted relationships. Success is measured by impact on customer strategy, quota achievement, and compliant deal execution.
Ansvarsområden
- 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.
- 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) and leverages formal negotiation strategies.
- Identifies important factors for successfully negotiating (e.g., anticipates potential vulnerabilities, understands customer measurement of value in order to craft solutions to meet those needs and defines walk-away positions).
- Consults with leaders on rhythm of negotiation team planning and reporting to stakeholders.
- Utilizes the strategy for the negotiation approach by engaging with senior 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.
- Maintain an in-depth and strategic understanding of Microsoft licensing programs and contracting.
- Embody our culture and values.
Krav
- 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.
Önskade kvalifikationer
- 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.
Förmåner
- The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year.
- There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.
- Certain roles may be eligible for benefits and other compensation.
- Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Färdigheter
AICloudBusiness Applications
#sales#commercial sales#negotiation#deal making#microsoft#enterprise
Om Microsoft
Empowering every person and organization on the planet to achieve more
Every company has a mission. What's ours? To empower every person and every organization to achieve more. We believe technology can and should be a force for good and that meaningful innovation contributes to a brighter world in the future and today. Our culture doesn’t just encourage curiosity; it embraces it. Each day we make progress together by showing up as our authentic selves. We show up with a learn-it-all mentality. We show up cheering on others, knowing their success doesn't diminish our own. We show up every day open to learning our own biases, changing our behavior, and inviting…
Företag
MicrosoftPublicerade jobb
för 1 månad sedan
Anställningstyp
Heltid
Arbetsform
Distans
Lön
107 600–205 600 US$ · Förhandlingsbar
Erfarenhetsnivå
Senior
Platser
United States
Kvalifikation
Kandidatexamen, Masterexamen
Sökande
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