Commercial Executive

The 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.   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. 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 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