The Commercial Executive (CE), is a sales professional who is responsible to close Volume Licensing (VL) deals and sees them through to processing. You will manage the pricing of VL deals and will continually seek out revenue growth opportunities through upselling 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 VL. 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.
Responsibilities
Deep Proactive Engagement
- Reinforces cross group collaboration with prioritization to ensure proper balance of demands. Ability to create a common or shared vision across a highly matrixed organization (across other Microsoft functional areas).
- Demonstrates customer understanding. Works within portfolio to gain strategic position. Drives the creation of best practices for deal making. Builds consistency across deals. Examines deals from different angles (e.g., year over year), models different variables to make the most effective deal. Presents and speaks at a C-level audience to understand business solutions outside of technology solutions (e.g., productivity gains, financial impact to a customer, Opex [operational expenditure] versus Capex [capital expenditure]) and understands the terminology of working at this level.
- Demonstrates strong leadership and engagement with all stakeholders to ensure that their teams are executing effectively while reaching milestones and that all internal stakeholders are aligned on closing to avoid deal delay. Leverages mastery of sales science (e.g., pipeline metrics, closed rates, competitive selling) to lay out a strategic sales execution cadence. Analyzes multiple data inputs quickly and drives strategic decision making to ensure the best sales and revenue production and velocity through management team.
- Drives strategic insights into deal making by leveraging audience understanding and knowledge of decision-maker buying criteria. Influences teams. Recognizes and acts on trends across deals to guide teams toward new best practices. Builds customer-centric offers. Drives collaboration with account team to determine how they can best monetize opportunities that are included in the account plan.
- Fosters alignment across teams, especially with regard to aligning Microsoft portfolio and customer business outcomes. Fosters sharing of best practices and strategies across internal teams (e.g., product groups, field sales force, leadership). Leads initiatives to create clarity in work. Inspires teams to follow through on plans. Buys engagement from multiple stakeholders to ensure that all Microsoft solution capabilities are represented.
- Leads and coaches customer support/account teams to ensure that value is delivered during lifecycle management planning lifecycle management planning and that all teams are aligned on customer priorities, strategies, and budget to maximize annuity and cloud growth. Ensures that team understands the customers' priorities and strategies, and plans programs of services appropriately. Influences the development of local programs and offers according to market requirements. Works collaboratively with the partner ecosystem to drive Microsoft strategy and business outcomes through partner sales.
Mastering Key Skills
- Coaches others to design deals that enable the company to accelerate the business. Coaches teams around account planning guidance to maximize revenue. Handles deal escalation strategies and tactics.
- Coaches others to ensure compliance is embedded in the deal making process. Works within appropriate legal and regulatory environments for customer organizations and industries. Includes orchestrating needed resources for negotiations. Exemplifies a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy). Oversees win/win-compliant deal making processes to ensure that they occur while commercial solutions are created.
- Leverages understanding of liability to evaluate and recommend risk tolerance strategies. Articulates when and why risk is worth it (or not). Builds cost into profit and loss (P&L). Focuses on sustainable business. Coaches and empowers team to evaluate risk and liability as part of deal consideration. Shares best practices and experiences to create efficiencies for teams. Assesses when engagement and executive engagement is necessary due to deal size, complexity, or strategic importance.
- Coaches others to apply proven sales methodologies (e.g., Value Selling, Think, Strategic Negotiations). Designs negotiation strategies assigns roles and responsibilities while considering customer needs. Clarifies strategy and serves as escalation point as needed. Defines and briefs leadership team on negotiation strategy. Solicits and receives sign off from leadership teams on largest deals. Oversees establishment of the strategy for the negotiation approach by formulating plans with all required stakeholders to ensure that the entire sales team up to top management are aligned. Owns accountability and the negotiation outcome.
Other
Qualifications
Qualifications
Required/Minimum Qualifications
- 12+ years sales and negotiation experience
- OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 9+ years sales and negotiation experience or related work or internship experience
- OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 7+ years sales and negotiation experience or related work
- OR equivalent experience.
- Negotiation experience with C level executives. Understanding of Microsoft Operations and Compliance requirements.
Additional or Preferred Qualifications
- 15+ years sales and negotiation experience
- OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 12+ 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 10+ years sales and negotiation experience or related work
- OR equivalent experience.
The salary for this role in the state of Colorado is between $138,700 and $180,300.
At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.
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. 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 here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.
