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The Commercial Executive (CE) is a sales professional responsible for closing large licensing deals with end customers and guiding them through processing. You will negotiate deals, seek revenue growth opportunities through up‑selling and cross‑selling, collaborate with internal and external Microsoft teams to achieve targets, and 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 complex customer scenarios. You will be the escalation point for discount requests or contract term adjustments, hold specific discount and contract concession approval authority to close volume licensing deals, and create strategic plans to maximize monetization of volume licensing deals. Demonstrate an insatiable appetite to continuously learn and energize Microsoft’s mission to empower every person and organization worldwide to achieve more.
Responsibilities
* Secure, negotiate, and formalize the technology and financial ambitions shaped by trusted relationships between Microsoft and customers.
* Agree on the best commercial volume licensing deal by defining and negotiating commercial terms with the account team.
* Manage any discounting or changes to volume licensing customer contractual terms using your own approval authority or collaborating with approvers as needed.
* Work through and with various sellers, internally and externally, such as channel partners, tele‑sales teams, Microsoft account teams, and technical solution sellers to achieve revenue targets and meet critical deadlines.
* Lead internal sales and management teams through a sales process optimized for the right level of investment and customization.
* Engage early and integrate on digital transformation initiatives by leading customers through procurement.
* Land volume licensing revenue on time by overseeing deals through negotiation to processing and invoicing.
* Create and manage a licensing plan for the assigned sales accounts to maximize volume licensing opportunity.
* 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.
* A seasoned sales and negotiation professional unafraid of conflict.
* A positive attitude and a passion for working with customers and partners. Comfortable speaking at all organizational levels from CxO to procurement/purchasing teams.
* Able to explain complex solutions and simplify the complex.
* A strategic, long‑term thinker able to analyze data to identify trends, risks, and opportunities.
* A team player and collaborative – high‑performing individualists will not be successful.
* 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 desirable.
Field of study: Business, Management, IT, Commercial Sales.
Sales and partner management, sales processes, and methodologies training as per industry standard.
Equal Opportunity Employer
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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