Commercial Sales Executive

Overview

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

ResponsibilitiesCommercial 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 help your team create and deliver on some of the most exciting customer transformation with a focus to include:

Building customer-centric offers, while 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). Accountable for deal management and 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, particularly when explaining commercial structures, investment processes, TandCs and briefing stakeholders in the business.

Apply sales methodologies (e.g., Value Selling). Support the design of the appropriate negotiation strategies.

Collaboration and alignment with teamsDemonstrates 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 teams to all aspects of 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 EngagementOrchestrate 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).

Anticipating potential escalations and customer reactions from an ethical selling perspective.

QualificationsCore Competencies: Strong Business and Commercial Acumen, Negotiation, Strategic Insights, Trusted Advisor, Written Communication

Professional Competencies: Adaptability, Customer Focus, Drive for Results, Creativity, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Analytical Problem Solving, Risk Analysis

Experience: 5+ years of related experience in Commercial or Sales roles, Customer facing negotiation, Opportunity/Deal Orchestration.

Excellent communication and analytical skills with the ability to distil complex thoughts and strategies into simple, actionable recommendations.

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 ..... full job details .....