Commercial Sales Executive

In SMC and Digital Sales, we have set out with the purpose of empowering 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

The Commercial Executive (CE) is a Sales professional responsible to close companywide agreements. The CE is an experienced deal maker who is able to understand the customer's strategy, build commercial constructs across different solution areas and act as a lead negotiator to land the deal with the customer. This role has significant business impact through direct involvement in customer/partner projects and solving complex business problems while partnering with various stakeholders in delivering licensing solutions focused on the needs of customers.

As a CE you will drive deals all the way from deal consulting and design to commercial negotiation, closing, processing, and billing. You will continually seek out revenue growth opportunities with primary focus on Microsoft Copilot, Office365, Azure, Dynamics365 and other key Microsoft solutions.

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.

• Collaborates with diverse stakeholders to achieve revenue targets, leveraging key resources (e.g., business desks, sales support, partners, finance) to drive outcomes.

• Advises on commercial licensing adjustments aligned with customer requirements. Demonstrates accountability in resolving cross-functional issues.

• Engages in feedback loops to enhance contractual commercial strategies, contributing to a unified approach. Cultivates cohesive cross-segment and cross-group collaboration, imparting knowledge, assisting onboarding, and seeking assistance when needed.

• Applies ethical selling practices to achieve revenue goals, contributing to pricing scenarios, proposals, and industry insight. Serves as a trusted advisor, ensuring optimal monetization of commercial solutions.

• Engages early in planning, ideation, and account territory strategies. 

• Guides internal teams through sales processes, optimizing investment and customization while managing tasks comprehensively. Constructs deals, including necessary amendments and documentation. Utilizes internal resources effectively for addressing customer queries, finalizing legal amendments.

• Handles objections and negotiates amendments within defined empowerment. Develops overarching deal strategies, engaging stakeholders for seamless execution and ensuring alignment with value delivery and deployment plans. 

• Identifies and seizes opportunities throughout the deal lifecycle and AI integration. Leverages a consultative approach, aligning with Microsoft strategies to capitalize on new prospects. 

• Champions multiple equivalent offers (MEOs) to foster alignment and desired outcomes, overseeing offers strategically. Demonstrates proficiency in understanding product monetization and deal limitations. 

• Empowers team members with understanding of Microsoft/customer business strategies, promoting clarity and consistent follow-through. 

• Builds challenger relationships with customers/partners, understanding their priorities and strategies, structuring deals that drive value and contribute to Microsoft's growth through quota achievement based on revenue, shares, or consumption. 

• Translates requirements into proposals, identifies and recommends solutions for internal stakeholders to resolve customer/partner issues. Simplifies commercial strategies for customers and partners, orchestrating the right resources to address partner issues within deals.