Senior Commercial Executive
 Microsoft | |
 United States, Texas, Irving | |
| 7000 State Highway 161 (Show on map) | |
 Feb 06, 2025 | |
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OverviewThe Enterprise Commercial Executives in our West-Midwest Enterprise team are the trusted advisors who shape and drive our customers' commercial strategies. They masterfully negotiate and deliver the perfect commercial solutions at the right moments, ensuring every deal is both compliant and profitable for Microsoft. The Commercial Sales team at Microsoft is looking for a customer-facing Senior Commercial Executive. Our team's focus is on business growth, strategy, collaboration, high efficiency, and delivering a trusted experience to our customers. Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
ResponsibilitiesLeads collaborations with various sellers and business stakeholders to achieve revenue targets and align commercial strategy to customer needs.Leverage advanced knowledge of customer business needs and industry trends to craft and monetize commercial solutions and close deals.Leads internal sales and management teams through sales process with strategic decision making and operational acumen.Proactively identifies and seizes new business opportunities based on deal lifecycle and AI insights.Creates and manages commercial plan for strategic accounts by analyzing customer history and anticipating renewals.Drives compliance with commercial solutions policy and coaches sales team on ethical and legal standards.Analyzes and manages risks and negotiates complex commercial terms with leaders and stakeholders. Deal MakingLeverage advanced knowledge of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods. Develop and present pricing scenarios and proposals. Build upon industry knowledge and independently conducts competitive analysis to craft commercial solutions. 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.Crafts and executes close plan strategies. Aligns language of renewal or negotiation to customer's understanding. NegotiationDefine, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders. Ensures appropriate monetization of commercial solutions. CollaborationDevelop trusted relationships with key customer stakeholders, partners, Account Team in order to help our customers deliver their business goals and achieve Microsoft revenue targets. Initiates and develops challenger relationships with customers to understand their priorities and strategies, and structures deals that drive value and contribute to Microsoft growth through attainment of revenue-based, share-based, and/or consumption-based quota with minimal guidance. Grows share and adoption while simultaneously driving business value for customers. Proactively identifies and balances customer and Microsoft needs when crafting value-based solutions. Represents customer and partner requirements in proposals. Identifies issues and potential recommendations for internal stakeholders to help solve customer issues. Simplifies commercial strategies for customers and partners with minimal guidance. | |