Commercial Executive

Job Description

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.

Do you want to be part of a commercial sales team at one of the largest cloud companies in the world at the most exciting transformative time in the industry? The UK Commercial Executive is a sales role with exceptional stakeholder relationships, commercial acumen and negotation skills who has a proven track record of building commercial proposals and negotiating complex and strategic deals. The Commercial Executive is a critical business role that supports creation of sales opportunities through to customer signature.

There are currently multiple roles available across Commercial and Public Sector customers.

Responsibilities

Commercial and Deal management

This is a high paced customer centric part of the organisation focused on our largest commercial and public sector organisations. As a Commercial Executive you will be helping your team create and deliver on some of the most exciting customer transformation with a focus to include:

• Building customer-centric offers, whilst negotiating the best commercial and contract structure to maximise revenue from Microsoft and accelerate the business.
• Demonstrates customer understanding and connects with customers to understand business drivers impacting commercial needs (e.g., productivity gains, financial impact to a customer, Opex versus Capex).
• The accountability of deal management tracking deals to close.
• Driving the creation of best practices for deal making and building consistency across deals.
• Examine deals from different angles (e.g., year over year), modelling different variables to make the most effective deal.
• Ensure compliance is embedded in the deal making process.
• Bring strong communication skills with an ability to summarise complex scenarios and provide clarity. In particular when explaining commercial structures, investment processes, T&Cs and briefing stakeholders in the business.
• Apply sales methodologies (e.g., Value Selling). Supports the design of the appropriate negotiation strategies.

Collaboration and alignment with teams across the UK business

Microsoft is an exciting environment with many teams focused on the customer from Account Management, Specialist Sellers, Customer Success, Support Service, Finance and Legal teams to name a few. In this role you will bring the best of your collaboration skills to work across the organisation as your support your team shaping deals. This includes:

• Demonstrates strong leadership and engagement with multiple stakeholders to ensure that all Microsoft solution capabilities are represented.
• Assesses when executive engagement is necessary due to deal size, complexity, or strategic importance.
• Work collaboratively with the partner ecosystem to drive successful business outcomes through partner commercial sales.
• Partner closely with UK Finance, Sales teams, Business Desks, CELA and specialist sales team to all aspects of the deal creation.
• Feedback and Influence where the development of local programs are required.
• Foster sharing of best practices and strategies across internal teams

Building a Customer Centric Engagement

The commercial deal construct enables customers use of our technology to empower their organisations. As a Commercial Executive you will help your team build commercial proposals which enable technology across the customers business with the following areas:

• Orchestrate across a range of internal and external stakeholders at senior levels.
• Align across teams, especially with regard to aligning Microsoft portfolio and customer business outcomes.
• Demonstrates customer understanding. Works within portfolio to gain strategic position.
• Build customer-centric offers. Oversee the building of the best contract structure to enable capitalization on opportunities.
• 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 versus Capex and understands the terminology of working at this level.
• Anticipating potential escalations and customer reactions from an ethical selling perspective.

Qualifications

Experiences Required: Education, Key Experiences, Skills and Knowledge:

• Experience gained in a sales, commercial, procurement or equivalent role.
• Experience in: Commercial or Sales Roles, Customer or Supplier facing Negotiation, Opportunity/Deal Orchestration.
• Experience successfully leading complex sales or purchasing teams in high value technology pursuits.
• Excellent communication and analytical skills with the ability to distil complex thoughts and strategies into simple, actionable recommendation with demonstratable C-level delivery.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.