Commercial Executive

The Commercial Executive leads collaborations with sellers and business stakeholders in order to achieve revenue targets. Leverages an advanced understanding of customer business needs and desired outcomes to drive revenue growth through ethical selling practices. Leads internal sales and management teams through sales process optimizing for the right level of investment and deal customization. Proactively identifies business opportunities which vary based on deal lifecycle and AI-enabled customer solutions. Ensures that customer, partner, support, and account teams deliver value during lifecycle management planning and that they are aligned with teams on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth. Develops and manages commercial plan and contributes to account plan for strategic accounts by leveraging AI to map out how to maximize qualified medium in size/scope or complex commercial opportunity for the account. 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. Analyzes deals for risks related to contract growth, partner channel risk, profitability, legal issues, and contracting.

Deep Proactive Engagement The Commercial Executive ensures that customer, partner, support, and account teams deliver value during lifecycle management planning and that they are aligned with teams on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth. Initiates and develops challenger relationships with customers/partner to understand their priorities and strategies, and structures deals that drive value and contribute to Microsoft growth through attainment of revenue-based, share-based, and/or consumption-based quota with minimal guidance. 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. Identifies issues and potential recommendations for internal stakeholders to help solve customer/partner issues. Leverages knowledge about customer/partner priorities and industry challenges to solve problems. Simplifies commercial strategies for customers and partners with minimal guidance. Orchestrates the right resources to solve partner issues in deals. Engages with partners (e.g., scale partner, cloud solution provider [CSP]) in effective ways to establish customer solutions for the benefit of all parties independently. Leverages knowledge of best practices and strategies to accomplish goals. Understands product strategy per solution area. Analyzes competitive positioning and use cases independently. Possesses and utilizes knowledge of industry, competition, and Microsoft offering 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 within region. Actively pursues learning opportunities and reinforces understanding of local subsidiary strategy. Helps other team members understand Microsoft/customer business strategies and why they are important for accomplishing goals. Creates clarity in their work and encourages others to do the same. Ensures that their peers follow through on plans. Leads collaborations with sellers and business stakeholders in order to achieve revenue targets. Leverages critical resources (e.g., deal desk, sales support, partners, finance) to drive business outcomes. Contributes to high levels of strategic conversations internally or externally. Proactively