Responsibilities
The Commercial Executive will be responsible for the following:
Deal Making
Leverage advanced knowledge of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods. Develop and present pricing scenarios and proposals. Build upon industry knowledge and independently conducts competitive analysis to craft commercial solutions. Lead internal and external sales and management teams through commercial construct optimising for the right level of investment and customisation. Optimise deal customisation leveraging price and non-price concessions.
Crafts and executes close plan strategies. Aligns language of renewal or negotiation to customer’s understanding.
Negotiation
Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders. Ensures appropriate monetization of commercial solutions.
Collaboration
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. Initiates and develops challenger relationships with customers 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 with minimal guidance. Grows share and adoption while simultaneously driving business value for customers. Proactively identifies and balances customer and Microsoft needs when crafting value-based solutions. Represents customer and partner requirements in proposals. Identifies issues and potential recommendations for internal stakeholders to help solve customer issues. Simplifies commercial strategies for customers and partners with minimal guidance.
Qualifications
What skills do you need to have?
There will be many opportunities for you to learn and grow into this role and Microsoft.
However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:
Key Experiences
Deep Proactive Engagement
#NextPlay
Microsoft is an equal opportunity employer. Consistent with applicable law, 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. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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