Americas Commercial Executive - Sales Lead
Microsoft
Americas Commercial Executive - Sales Lead
Multiple Locations, United States
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Overview
In SME&C 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, Enterprises & Channel (SME&C) 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 SME&C 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 SME&C and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.
The Americas Commercial Executive - Sales Lead (CE) in SME&C, is a sales professional and negotiator that will help our customers come to commercial terms across our business and also acting as trusted advisor. 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.
The Americas Commercial Executive - Sales Lead 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.
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.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 8+ years sales and negotiation experience or related work or internship experience OR 12+ years sales and negotiation experience OR equivalent experience.
- Experience speaking at all organizational levels, from the CxO to the procurement / purchasing teams.
- Experience analyzing data to identify trends, risks and opportunities.
- Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 10+ 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 12+ years sales and negotiation experience or related work or internship experience OR 15+ years sales and negotiation experience OR equivalent experience.
- Experience with Microsoft licensing programs and contracting.
Commercial Sales IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 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 July 20, 2025.
Responsibilities
Deal Making
- 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.
Negotiation
- Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
- 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.
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.
- Business Impact and Revenue Growth: Directly influence key business metrics, including revenue growth, deal win rates, AI attach, and customer retention. By driving strategic decision-making, fostering high-performance teams, and implementing best-in-class commercial practices. The significance of this responsibility lies in ensuring sustainable profitability and market leadership through effective leadership and execution.
- Strategic Leadership and Community Management: Provide vision and alignment for sales and cross-functional teams. Inspire, mentor, and develop talent, ensuring succession planning and workload optimization. Foster a high-performance and thriving team culture by setting clear expectations, celebrating achievements, and encouraging continuous learning and professional growth. Promote a culture of compliance, customer focus, agility, and continuous improvement. Coach teams through complex sales cycles, manage escalations, and oversee contract amendments.
- Cross-functional Collaboration: Foster collaboration across internal teams and external partners to deliver customer-focused solutions. Share best practices and ensure consistency in deal execution and regional offerings.