Commercial Executive - Manufacturing

Microsoft

Location: Boston, Massachusetts, Charlotte, North Carolina, Chicago, Illinois, Dallas, Texas, Houston, Texas, Los Angeles, California, Miami, Florida, New York, New York, Redmond, Washington

Job Type: Full time

Posted

Perfection not required
Excited about this role, but not sure if you meet 100% of the criteria? Employers would still love to hear from you.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Microsoft envisions a cloud-empowered world. A world of more possibility, more innovation, more openness and more sky’s-the-limit thinking. A world where passionate innovators come to collaborate, envisioning what can be and taking their careers to places they simply couldn’t anywhere else. Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers deeply care about. At Microsoft we know this mission would be impossible without incredible, passionate and talented people. We want every employee to contribute their unique skills, discover their passions, and chart a course that makes a difference. We are always learning. Insatiably curious. We lean into uncertainty, take risks and learn quickly from our mistakes. We build on each other’s ideas, because we are better together. We take pride and live the Microsoft Values every day.

Join us and be one who empowers billions!

To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture

Responsibilities

The Commercial Executive is a trusted advisor who leads the design and execution of the customer’s commercial strategy and negotiation, selling the right commercial solution at the right time and ensuring every deal is compliant and profitable for Microsoft.

The Commercial Executive will be responsible for the following: 

Deal Making

Lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization. Optimize deal customization leveraging price and non-price concessions. Identify business opportunities which vary based on deal lifecycle and artificial intelligence (AI). Take relevant steps to make sure deal execution is successful.

Negotiation

Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.

Collaboration

Develop trusted relationships with key customer stakeholders, partners, Account Team in order to help our customers deliver their business goals and achieve Microsoft revenue targets.

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.

Key Experiences:

  • Seasoned sales and negotiation professional, unafraid of conflict.
  • Positive attitude and a passion for working with customers and partners.
  • Comfortable speaking at all organizational levels, from the CxO to the procurement / purchasing teams.
  • Able to make the best choices for the customer based on their commercial strategic needs.
  • Strategic, long-term thinker able to analyze 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 and contracting will be essential but not required at hiring.


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.

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.

You’ve got this!