Senior Commercial Executive

Acts as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs. Leverages understanding of sales science (e.g., pipeline metrics, closed rates, competitive selling) to establish a strategic sales execution cadence. Develops customer-centric offers by engaging with and aligning account teams around the deal(s) that they are casting. Ensures that Win/Win compliant deal making occurs while creating commercial solutions. Establishes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability and the negotiation outcome. The Senior Commercial Executive engages with and provides tactical direction to sellers and business stakeholders in order to achieve revenue targets. Leverages expertise in customer business needs and desired outcomes and identifies and applies new tools and processes to achieve revenue goals using ethical selling methods. Leads internal sales and management teams through sales process optimizing for the right level of investment and customization. Proactively identifies, prioritizes, and evaluates business opportunities which vary based on deal lifecycle and AI-enabled customer solutions. Partners with customer, partner, support, and account teams to ensure value is delivered during lifecycle management planning and ensure that all teams are aligned on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth. Owns and leads the design of commercial deal construct that enable the company to scale and grow the business. Drives 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. Utilizes deep expertise in liability to evaluate and recommend risk tolerance strategies. 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.

Deep Proactive Engagement Leverages knowledge of best practices and strategies to accomplish goals. Understands nuances of product strategy per solution area. Leads analysis competitive positioning and use cases. Possesses and utilizes knowledge of industry, competition, and Microsoft offering to accomplish goals. Mentors peers and provides recommendations to align pricing and offers commercial strategies to meet customer needs. Provides strategic guidance and tactical plans internally and externally. Demonstrates agility in aligning business strategies within region. Actively pursues learning opportunities and reinforces understanding of local subsidiary strategy. Fosters alignment across teams, especially with regard to aligning Microsoft portfolio and customer business outcomes. Fosters sharing of best practices and strategies across internal teams (e.g., product groups, field sales force, leadership). Leads initiatives to create clarity in work. Inspires teams to follow through on plans. Buys engagement from multiple stakeholders to ensure that all Microsoft solution capabilities are represented. Leads internal sales and management teams through sales process optimizing for the right level of investment and customization. Ensures tasks are accomplished across stakeholders with appropriate breadth and depth. Crafts and presents deals that will process, including any standard or custom amendments and documentation. Secures and leverages internal resources to assist with customer queries regarding contract terms. Leads negotiations of contractual amendments within empowerment. Develops deal strategies to present offers to