Overview
The Commercial Executive (CE) is a sales professional responsible for closing large licensing deals with end customers and following them through to processing. You will negotiate deals and continually seek revenue growth opportunities through up‐selling and cross‐selling. You will work with and through wider sales teams, both internally and externally to Microsoft, to achieve targets. You will be measured on sales goals as well as execution metrics that ensure on‐time and quality deals. You will provide expert advice and consultation to the sales office regarding licensing solutions for customers in complex scenarios.
You will be the escalation point for any requirements to discount deals or adjust customer contract terms & conditions. You will hold specific discount and customer contract concession approval authority in order to close volume licensing deals. You will create strategic plans for the sales office that maximizes the monetization of volume licensing deals. You will have to demonstrate an insatiable appetite to continuously learn and energize the company's mission of empowering every person and organization on this planet to achieve more.
Ensure the Volume Licensing solution meets customer needs by creating & proposing Volume Licensing solutions to Microsoft's largest Enterprise customers. Act as a Volume Licensing Consultant for the sales office to find the optimal licensing solution.
Responsibilities
Secure, negotiate and formalize the technology and financial ambitions shaped by the trusted relationship between MS and the Customers
Agree on the best commercial Volume Licensing deal through definition and negotiation of the commercial terms in collaboration with the Account Team.
Manage any discounting or changes to Volume Licensing customer contractual terms using your own approval authority or working with other approvers as needed.
Work through and with various sellers, both internally and externally to Microsoft such as channel partners, tele‐sales teams, Microsoft account teams, other technical solution sellers to achieve revenue targets. Manage key stakeholders to meet critical deadlines.
Lead internal sales and management teams through the sales process optimizing for the right level of investment and customization.
Early engagement and integration on Digital Transformation initiatives by leading customers through the procurement.
Land on time Volume Licensing revenue by overseeing the deals through the negotiation to processing & invoice.
Create and manage licensing plans for the assigned sales accounts. The plan maps out how to maximize the commercial Volume Licensing opportunity for the account.
Contribute to the Commercial Solutions community by sharing best practices and insights on sales execution.
Qualifications
Sales, Procurement or Purchasing experience within the IT Industry.
Seasoned sales and negotiation professional, unafraid of conflict.
Positive attitude and passion for working with customers and partners. Comfortable speaking at all organisational levels, from the CxO to the procurement/purchasing teams.
Able to explain complex solutions; skilled at simplifying the complex.
Strategic, long‐term thinker able to analyse data to identify trends, risks and opportunities.
Team player and collaborative – high performing individualists will not be successful.
In‐depth and strategic understanding of Microsoft licensing programs essential but not required at hiring.
Education, Skills And Knowledge
Solid years of sales and negotiation experience are desirable. Field of Study: Business, Management, IT, Commercial Sales. Sales and partner management, sales processes and methodologies training as per Industry Standard.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, colour, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
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