Overview
The Commercial Executive (CE), is a sales professional who is responsible to close large licensing deals with end customers and follow them through to processing. You will negotiate deals and will continually seek out revenue growth opportunities through up-selling and cross selling. You will work with and through the wider sales teams, both internally and externally to Microsoft, in order 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 & consultation to the sales office in relation to 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 as well as energize the company’s mission on empowering every person and every 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.
Qualifications
1. Sales, Procurement or Purchasing within the IT Industry
2. Seasoned sales and negotiation professional, unafraid of conflict.
3. Positive attitude and a passion for working with customers and partners.Comfortable speaking at all organisational levels, from the CxO to the procurement/purchasing teams.
4. Able to explain complex solutions; skilled at simplifying the complex.
5. Strategic, long-term thinker able to analyse data to identify trends, risks and opportunities.
6. Team player and collaborative – high performing individualists will not be successful.
7. In-depth and strategic understanding of Microsoft licensing programs will be essential but not required at hiring.
Education, Skills and Knowledge:
BA required, MBA preferred.
5-7 years of sales and negotiation experience is desirable
Field of Study: Business, Management, IT, Commercial Sales.
Sales and partner management, sales processes and methodologies training as per Industry Standard.
Responsibilities
8. Secure, negotiate and formalize the technology and financial ambitions shaped by the trusted relationship between MS and the Customers
9. Agree on the best commercial Volume Licensing deal through definition & negotiation of the commercial terms in collaboration with the Account Team.
10. Manage any discounting or changes to Volume Licensing customer contractual terms using your own approval authority or working with other approvers as needed.
11. 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 in order to achieve revenue targets. Manage key stakeholders to meet critical deadlines.
12. Leads internal sales and management teams through sales process optimizing for the right level of investment and customization.
13. Early engagement and integration on Digital Transformation initiatives by leading customers through the procurement
14. Land on time Volume Licensing revenue by overseeing the deals through the negotiation to processing & invoice.
15. Create and manage licensing Plan for the assigned sales accounts. The plan maps out how to maximize the commercial Volume Licensing opportunity for the account.
16. Contribute to the Commercial Solutions community by sharing best practices and insights on sales execution
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect