The Commercial Executive (CE) at Microsoft's SMC and Digital Sales focuses on helping customers achieve their business objectives through digital engagement and partner co-selling.  Responsibilities include negotiating contracts and pricing, acting as a lead point for escalations, developing deal strategies, evaluating the book of business, and identifying revenue growth opportunities. The CE serves as a trusted advisor, leading the design and execution of customer commercial strategies, ensuring compliance and profitability.  This role requires strong sales, negotiation, and stakeholder management skills, with a focus on deal strategizing and structuring. The position offers the opportunity to work partially from home.

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<div class="ms-Stack css-418"><h3 style="font-weight: 600; font-size: 18px; line-height: 24px; color: rgb(23, 23, 23);">Overview</h3><div><p style="margin: 0px;"><span>In SMC and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.</span></p><p style="margin: 0px;"><span>&nbsp;</span></p><p style="margin: 0px;"><span>The Commercial Executive (CE) in SMC, is a sales professional and negotiator that will help our customers come to commercial terms across our business and also acting as trusted advisor.&nbsp; You will negotiate contracting and pricing, serve as a lead point for escalations/negotiations, develop/model options, drive creative/transformative deal strategies, and evaluate your book of business and continually seek out revenue growth opportunities through up-selling and cross selling.&nbsp; </span><span><br></span><span>&nbsp;</span><span><br></span><span>The Commercial Executive is a trusted advisor who leads the design and execution of the customer’s commercial strategy and negotiation, selling the right commercial and ensuring every deal is compliant and profitable for Microsoft.</span></p><p style="margin: 0px;"><span>This opportunity will allow you to hone your selling skills, become adept at deal strategizing and structuring, and develop your stakeholder management skills. This is a full time role with the opportunity to work from home partially.</span></p><p style="margin-bottom: 0cm;"><span>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.</span></p></div></div> <div class="ms-Stack css-418"><h3 style="font-weight: 600; font-size: 18px; line-height: 24px; color: rgb(23, 23, 23);">Qualifications</h3><div><p style="margin: 0px;"><span></span></p><p style="margin: 0px;">&nbsp;</p><p style="margin: 0px;"><strong><span>Required/Minimum Qualifications (RQs/MQs)</span></strong></p><ul><li><span>Bachelor's degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND proven years of sales and negotiation experience or related work or internship experience </span><ul><li style="margin-left: 72pt;"><span>OR Master's degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND Significant years of sales and negotiation experience or related work </span></li><li style="margin-left: 72pt;"><span>OR equivalent experience</span></li></ul></li><li><span>Extensive years of sales and negotiation experience or equivalent experience. </span></li><li><span>Seasoned sales and negotiation professional, unafraid of conflict. </span><ul><li style="margin-left: 72pt;"><span>Positive attitude and a passion for working with customers and partners. </span></li><li style="margin-left: 72pt;"><span>Comfortable speaking at all organizational levels, from the CxO to the procurement / purchasing teams. </span></li><li style="margin-left: 72pt;"><span>Able to make the best choices for the customer based on their commercial strategic needs. </span></li></ul></li><li><span>Strategic, long-term thinker able to analyze data to identify trends, risks and opportunities. </span><ul><li style="margin-left: 72pt;"><span>Team player and collaborative - high performing individualists will not be successful. </span></li><li style="margin-left: 72pt;"><span>In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring. </span></li></ul></li></ul><p style="margin: 0px;"><span>&nbsp;</span></p><p style="margin-bottom: 0cm;"><strong><span>Additional or Preferred Qualifications (PQs)</span></strong></p><ul><li><span>Master's degree in Business Administration (i.e., MBA), Information Technology, or related field AND&nbsp; technology-related sales or account management experience</span><ul><li style="margin-left: 72pt;"><span>OR Bachelor's degree in Information Technology, or related field AND technology-related sales or account management experience; OR Sales and partner management, sales processes and methodologies training as per Industry Standard. </span></li><li style="margin-left: 72pt;"><span>OR equivalent experience</span></li></ul></li></ul></div></div> <div class="ms-Stack css-418"><h3 style="font-weight: 600; font-size: 18px; line-height: 24px; color: rgb(23, 23, 23);">Responsibilities</h3><div><ul><li><span>Deal Making </span><ul><li style="margin-left: 72pt;"><span>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). Take relevant steps to make sure deal execution is successful.</span></li></ul></li><li><span>Negotiation </span><ul><li style="margin-left: 72pt;"><span>Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders. </span></li></ul></li><li style="margin-bottom: 0cm;"><span>Collaboration</span><ul><li style="margin-left: 72pt;"><span>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.</span></li></ul></li><li><span>Compliance</span><ul><li style="margin-left: 72pt;"><span>Ensures 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</span></li></ul></li></ul></div></div> <div class="ms-Stack css-418" style="padding: 30px 0px; font-size: 14px;"><div class="ms-Stack css-418" style="padding: 0px 0px 30px;"><span>Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.</span></div><div><div class="KDE7kZPL_kjXdvl00Oro"><span><i data-icon-name="Medical" role="img" aria-label="Industry leading healthcare" class="ms-Icon root-32 css-568 css-330" style="font-family: FabricMDL2Icons-4;"></i>Industry leading healthcare</span></div><div class="KDE7kZPL_kjXdvl00Oro"><span><i data-icon-name="Education" role="img" aria-label="Educational resources" class="ms-Icon root-32 css-570 css-330" style="font-family: FabricMDL2Icons-1;"></i>Educational resources</span></div><div class="KDE7kZPL_kjXdvl00Oro"><span><i data-icon-name="Tag" role="img" aria-label="Discounts on products and services" class="ms-Icon root-32 css-393 css-330" style="font-family: FabricMDL2Icons;"></i>Discounts on products and services</span></div><div class="KDE7kZPL_kjXdvl00Oro"><span><i data-icon-name="Money" role="img" aria-label="Savings and investments" class="ms-Icon root-32 css-568 css-330" style="font-family: FabricMDL2Icons-4;"></i>Savings and investments</span></div><div class="KDE7kZPL_kjXdvl00Oro"><span><i data-icon-name="ContactHeart" role="img" aria-label="Maternity and paternity leave" class="ms-Icon root-32 css-572 css-330" style="font-family: FabricMDL2Icons-17;"></i>Maternity and paternity leave</span></div><div class="KDE7kZPL_kjXdvl00Oro"><span><i data-icon-name="DateTime2" role="img" aria-label="Generous time away" class="ms-Icon root-32 css-574 css-330" style="font-family: FabricMDL2Icons-3;"></i>Generous time away</span></div><div class="KDE7kZPL_kjXdvl00Oro"><span><i data-icon-name="Heart" role="img" aria-label="Giving programs" class="ms-Icon root-32 css-393 css-330" style="font-family: FabricMDL2Icons;"></i>Giving programs</span></div><div class="KDE7kZPL_kjXdvl00Oro"><span><i data-icon-name="ConnectContacts" role="img" aria-label="Opportunities to network and connect" class="ms-Icon root-32 css-576 css-330" style="font-family: FabricMDL2Icons-8;"></i>Opportunities to network and connect</span></div></div></div>

Commercial Sales