The Commercial Executive (CE), is a sales professional who is responsible for closing Volume Licensing (VL) deals and see 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 team 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 team 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. You will ensure the Volume Licensing solution meets customer needs by creating & proposing Volume Licensing solutions to Microsoft’s Small Business customers. You will act as a Volume Licensing Consultant for the sales team to find the optimal licensing solution.

Your primary focus will be on Upper SMB, High Value, High Complexity opportunities.

Responsibilities

Examples of your business impact activities:

• Agree on the best commercial deal for the Demand Response and Customer Success businesses through definition & negotiation of the commercial terms in collaboration with the Inside Sales Representative, Customer Success Manager or Partner.​

• Manage any discounting or changes to customer contractual terms using your own approval authority or working with other approvers as needed. ​

• Work through and with various sellers, both internally and externally to Microsoft such as channel partners or solution sellers in order to achieve revenue targets. Manage key stakeholders to meet critical deadlines. ​

• Leads internal sales and management teams through sales process optimizing for the right level of investment and customization.​

• Early engagement and integration on Digital Transformation initiatives by leading customers through the procurement of cloud solutions.​
• Coach sellers and partner ecosystem to close deals self-sufficiently

• Land new and / or on time revenue by overseeing the deals through the negotiation to processing & invoice. ​

• Contribute to the Commercial Executives community by sharing best practices and insights on sales execution.

Qualifications

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 explain complex solutions; skilled at simplifying the complex.

• 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.

• Excellent and demonstrated communication, presentation skills and problem-solving abilities; ability to project manage effectively (identify needs, craft solution, drive to results); effective collaboration skills.

• Demonstrated planning expertise given complex environments; ability to juggle multiple projects and priorities and re-prioritize as necessary to align with current business objectives.

• 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.

• 3 - 5 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.

• Fluent English at a professional level is essential. Fluency in another EMEA language is desirable.

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.