Commercial Executive
Microsoft
Commercial Executive
Multiple Locations, United States
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Overview
We are looking to hire a Commerical Executive to join the United States (US) Financial Services team.
US Financial Services Commercial Executives (CE’s) play a critical role in driving the success of our Enterprise Operating Unit by delivering World Class Deal making across our portfolio of Banking, Capital Markets, and Insurance customers. As a member of this team, you will collaborate broadly across our sales organization as a trusted advisor.
The CE is a sales professional who serves as the lead for driving transformative deal strategies - developing executable options, negotiating pricing/contracts, and continually seeking revenue growth opportunities through up-selling and cross selling motions. CE’s are on point to align team members to sell the right solution at the right time and ensure every deal is compliant and profitable for Microsoft.
If you have a passion for selling, strong analytical skills, and are motivated by continuous learning and problem solving, we invite you to learn more about the CE role.
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
Qualifications
Required/Minimum Qualifications
- 7+ years sales and negotiation experience
- OR 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 equivalent experience.
- Experience with deal strategy, deal execution and contractual negotiations.
- Analytical experience with financial modeling and pricing proposals.
- Experience with Microsoft Excel.
Preferred Qualifications
9+ years sales and negotiation experience
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 Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 6+ years sales and negotiation experience or related work
OR equivalent experience.
- Financial Industry experience.
- Solution selling expeirence.
- Experience with Microsoft Products, solutions and licensing.
Commercial Sales IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 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 $144,000 - $203,500 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
Microsoft will accept applications for the role until April 29, 2025.
Responsibilities
Proactive Engagement
- Leads collaboration with sellers and stakeholders to achieve revenue targets. Leverages critical resources (e.g., deal desk, sales support, operations, partners, finance) to drive business outcomes. Contributes to high levels of strategic conversations internally and externally. Proactively engages with others to align commercial strategy to customer needs. Applies knowledge of expected outcomes to determine how commercial licensing/contracting should be changed to meet customer needs. Drives accountability in resolving cross-functional issues to successful conclusion. Fosters overall success by driving strong team collaboration.
- Leverages advanced knowledge of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods. Develops and presents pricing scenarios and proposals. Builds upon industry knowledge and competitive environment to craft customized commercial solutions. Acts as a trusted advisor. Ensures appropriate monetization of commercial solutions. Leads early engagement, planning and ideation process. Collaborates with peers and stakeholders to influence account territory planning.
- Leads sales process optimizing for the right level of investment and customization. Crafts deals that will process, including standard or custom amendments. Leverages internal resources to assist with customer queries. Finalizes legal amendments reflecting operational and other requirements or customization granted in specific situations. Ensures that the appropriate value has been sold and that the deployment plan has been considered. Leverages advanced understanding of sales science and operational acumen to establish a strategic sales execution cadence and an outlook on opportunities for their territory.
- Leverages knowledge of best practices to accomplish goals. Understands product strategy and utilizes knowledge of industry, competition, and Microsoft offerings to accomplish goals. Provides feedback to align pricing and offers commercial strategies to meet customer needs. Provides alternatives and recommendations internally and externally. Demonstrates agility in aligning business strategies to deal making. Actively pursues learning opportunities and reinforces understanding of local subsidiary strategy.
- Initiates and develops relationships with customers/partners to understand their priorities and strategies. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Proactively identifies and balances customer/partner and Microsoft needs when crafting value-based solutions. Represents customer and partner requirements in proposals. Translates requirements into proposals. Simplifies commercial strategies for customers and partners with minimal guidance.
Key Skills
- Creates and manages commercial plan to maximize revenue. Analyzes customer history, inclusive of discounts, concessions, and consumption. Anticipates and verifies upcoming renewals as appropriate.
- Drives adherence to commercial solutions policy for commercial deal execution, and coaches sales team to ensure compliance. Actively and promptly raises compliance issues; drives a culture of compliance through deal execution and related parts of Microsoft policies.
- Assesses and analyzes deals for risks related to profitability, legal issues, and contracting. Coaches others on assessment and escalation of risk.
- Partners with leaders when negotiating complex commercial terms in collaboration with the account team and deal manager. Understands stakeholders. Leverages formal negotiation strategies and identifies important factors for successfully negotiating (e.g. anticipates potential vulnerabilities, understands customer measurement of value and craft solutions to meet those needs, defines walk-away positions).
Working Hours: US Central and Eastern timezones.
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