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.

#HLS #HealthLifeSciences #Healthcare #MSUS #Sales

Responsibilities

What You Do

Responsibilities

Deep Proactive Engagement

• Supports various sellers, in order to achieve revenue targets. Collaborates with business stakeholders (e.g., Corporate, External, and Legal Affairs [CELA], operations, finance) and across teams. Supports in the utilization of critical resources (e.g., business desk, sales support, partners) to drive business outcomes. Provides advice to sales manager on how to adjust commercial licensing approach to meet customer needs. Ensures others are aware of their roles in orchestration. Contributes to overall success by driving strong team collaboration, cross segment and cross group collaboration. Contributes to teams by sharing knowledge, supporting the onboarding of others in the same role and proactively seeking help.
• Demonstrates fundamental understanding of customer business needs and desired outcomes to achieve revenue goals using an ethical selling perspective. Contributes to developing commercial proposals. Develops industry knowledge and understanding of competitive analysis to contribute to crafting commercial solutions. Contributes to early engagement, planning and ideation process. Contributes to account territory planning appropriately. Crafts close plan strategies. Understands the correct commercial channel and how to leverage it. Leverages Microsoft financing knowledge if applicable to advance commercial outcomes. Incorporates principles of ethical selling into tasks. Renews agreement and knows/adjusts language of renewal or negotiation.
• Optimizes for the right level of investment and customization. Contributes to orchestration across stakeholders with appropriate breadth and depth with some support from others. Crafts deals that will process (book). Includes any standard or custom amendments and documentation. Articulates Microsoft contractual documentation. Ensures needs of territory are well met with compelling proposals. Drives upsell and cross-sell. Handles objections and may negotiate contractual amendments within empowerment. Contributes to the presentation of offers to clients. Understands which deals to prioritize. Avoids deal delay by aligning internal stakeholders on closing and monitors that the appropriate value has been sold and that the deployment plan has been considered. Develops understanding of sales science (e.g., pipeline metrics, closed rates, competitive selling) to help establish a strategic sales execution cadence. Works with others to analyze multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team where appropriate. Develops an understanding of upcoming business opportunities for their territory.
• Understands and anticipates business opportunities which vary based on deal lifecycle and artificial intelligence (AI) (e.g., upsell/cross-sell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft commercial strategies to influence the likelihood of winning new opportunities that grow the Microsoft annuity footprint. Proactively consults sales support to maximize pipeline conversion. Engages in account planning. Proactively identifies target opportunities and develops execution plan. Measures results against plans. Prioritizes execution appropriately. Leverages knowledge to secure upsells for proven value. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Contributes to development of customer-centric offers. Engages with and aligns with the account team around the deal(s) that they are casting. Works alongside account team members to determine how opportunities in the account plan may be most effectively monetized. Supports the development of the best contract structure to enable capitalization on opportunities.
• Understands best practices and strategies and requires minimal support from more experienced team members. Develops an understanding of product strategy per solution area. Analyzes competitive positioning and use cases. Actively develops their knowledge of industry, competition, and Microsoft offerings. Provides feedback to align pricing and offer strategy to meet customer needs. Identifies potential commercial strategies to meet customer needs. Provides input to inform alternatives and recommendations internally and externally. Seeks out learning opportunities and understanding of local subsidiary strategy. Understands the importance of Microsoft/customer business strategies to accomplishing goals. Ensures that their work reflects clarity and that they follow through on plans.
• Works with customer/partner support/account teams during lifecycle management planning to ensure that value is delivered and that customer/partner priorities, strategies, and budget are clear so that they can structure deals that drive annuity and cloud growth. Structures deals that drive value and contribute to Microsoft growth through attainment of revenue-based, share-based, and/or consumption-based quota. Demonstrates empathy with customers and partners. Grows share and adoption while simultaneously driving business value for customers. Balances customer and Microsoft needs when crafting value-based solutions. Seeks and uses knowledge about customer/partner priorities and industry challenges. Simplifies commercial strategies for customers and partners.

Mastering Key Skills

• Creates commercial plan for the assigned sales accounts by mapping out how to maximize qualified medium in size/scope or low complexity commercial opportunity for the account with some support from more experienced colleagues. Looks at customer commercial history, inclusive of discounts, concessions, and consumptions for account. Anticipates upcoming renewals as appropriate.
• Ensures adherence to volume licensing, commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making. Ensures sales and negotiation strategies adhere to established guidelines, policies, and legal standards. Works with high-risk deal desk (HRDD) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively raises compliance issues as needed to legal personnel, likely through manager. Ensures that their own work reflects a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy). Helps to ensure that win/win-compliant deal making occurs while creating commercial solutions.
• Analyzes deals for risks related to contract growth, partner channel risk, profitability (supported by Business Desk as needed), legal issues, and contracting. Assesses and escalates risk as needed. Coaches others on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal).
• Defines and negotiates commercial terms in collaboration with the account team. Understands stakeholders. Supports negotiation strategy (e.g., solution development, raises potential vulnerabilities, helps define walk-away positions). Identifies and raises potential vulnerabilities. Leverages knowledge of negotiation skills, strategies and tactics daily. Takes the risk to customers and Microsoft of no agreement into account when making decisions. Supports development of negotiation the negotiation approach by engaging with senior stakeholders internally and externally. Works to ensure that stakeholders are accountable and that the negotiation outcome is achieved.

Other

• Embody our culture and values

Qualifications

What You Need

Qualifications

Required/Minimum Qualifications

• 5+ years sales and negotiation experience
  • OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 3+ years sales and negotiation experience or related work or internship experience
  • OR equivalent experience.

Additional or Preferred Qualifications

• 7+ years sales and negotiation experience
  • OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience
  • OR Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 4+ years sales and negotiation experience or related work
  • OR equivalent experience.

How You Do It

Knowledge, Skills, Abilities

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, 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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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.