Microsoft Commercial Executive - Enterprise 

Taiwan, Taoyuan City 

941776758

and moreand learn quickly from our mistakes. We build on each other’sideas, because

Be Making

The Commercial Executive willbe responsible forthe following:Deal Makingfor the right level of investment and customization.deal customizationprice and non-price concessions.Define, negotiate complex commercialand lead the strategy for the negotiation approach by engaging with stakeholders., Accountin order to

Key Experiences:

• Seasoned sales andnegotiation professional, unafraid of conflict.

• Positive attitude and a passion for working with customers and partners.

• Comfortable speaking at all organizational levels, from theCxOto the procurement /purchasingteams.

• Able to make the best choices for the customer based on their commercial strategic needs.

• Strategic, long-termthinkerable to analyze data toidentifytrends,risksand opportunities.

• playerand collaborative - high performingindividualistswill not be successful.

• requiredat hiring.

and Knowledge:

• , Information Technology, Law, Marketing (or equivalent) AND 4+ years of sales and negotiation experience or relatedworkOR

• , Information Technology, Law, Marketing (or equivalent) or related field AND 5+ years of sales and negotiation experience or related work or internshipexperienceOR

• 7+ years of sales and negotiationexperienceORequivalent experience.

Deep Proactive Engagement

in order toachieve revenue targets.high levels

• Actsas a trusted advisor both internally and with customers in the sales process. Ensuresappropriate monetizationof commercial solutions. Contributes to early engagement,planning

• salesprocessoptimizingforthe right level of investment and customization. Accomplishes tasks across stakeholders withappropriate breadthand depth. Craftsdealsthat will process, including any standard or custom amendments and documentation. Leverages internal resources toassistwith customer queriesregardingcontract terms. Finalizes legal amendments reflecting operational and other requirements. Granted in specific customer situations. Handles objections and may negotiate contractual amendments within empowerment. Contributes to the development of deal strategies to present offers to clients.Engageswith stakeholders to ensure that efforts are executed effectively and that milestones are beingreached. Ensures that theappropriate valuehas beensoldand that the deployment plan has been considered. Leverages understanding of sales science (e.g., pipeline metrics, closed rates, competitive selling) toestablisha strategic sales execution cadence. Analyzes multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team whereappropriate

• identifiesbusiness opportunities which vary based on deal lifecycle and artificial intelligence (AI) (e.g.,cross-sell/upsell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft commercial strategies to seize new opportunities that grow the Microsoft annuity footprint. Proactively consults account team unit (ATU) to maximize pipeline conversion. Prioritizes execution appropriately. Leverages knowledge to secure upsells for proven value. Works with account teams toidentifygrowth opportunities and solutions. Creates andutilizesmultiple equivalent offers (MEOs) that further internal alignment and maximize desired outcomes.Overseesoffers. Demonstrates knowledge of monetization of products and solutions. Understands limitations on deal making (e.g., understands when it isappropriateand notappropriate tofollow through with a deal). Develops customer-centric offers by engaging with and aligning account teams around the deal(s) that they are casting. Works alongside account team members todeterminehow opportunities in the account plan may be most effectively monetized.Buildsthe best contract structure to enable capitalization on opportunities.

• Leverages knowledge of best practices and strategies toaccomplishgoals. Understands product strategy per solution area. Analyzes competitive positioning and use cases. Possesses andutilizesknowledge of industry, competition, and Microsoftofferingtoaccomplish

• accomplishinggoals. Creates clarity in their work and encourages others to do the same. Ensures that their peers follow through on plans.

• challengerrelationships with customers/partnerto understand their priorities and strategies, and structures deals that drive value and contribute to Microsoft growth through attainment of revenue-based, share-basedand/or consumption-based quota. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Balances customer/partner and Microsoft needs; when crafting value-based solutions.Representscustomer and partner requirements in proposals. Translates requirements into proposals.Identifiesissues and potential recommendations for internal stakeholders to help solve customer/partner issues. Leverages knowledge about customer/partner priorities and industrychallenges

Mastering Key Skill

• appropriate

• Coachessales team to ensure compliance. Maintains and ensures others' sales and negotiation strategies adhere toestablishedguidelines,policiesand legal standards. Works with high-risk deal desk (HRDD) where applicable, audit teams.Leveragesrelevant toolsincludingbusiness conduct and integrity, appropriately and confidentially. Actively and promptly raises compliance issues as needed directly to theappropriate complianceorganization. Supports less experienced team members in addressing compliance investigations. Pre-empt and advise on potential non-compliance issues and redirect appropriately. Trusted advisor on compliance (e.g., General Data Protection Regulation [GDPR]). Takes active interest in corporate governance and compliance, stays up to date on compliance issues and shares knowledge with others. Drives a culture of compliance through the sales deal executionrelated

• Coachesothers on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal).

• accountteam and licensing executive (LE). Understands stakeholders (priority). Develops a formal negotiation strategy andidentifiesimportant factorsforsuccessfullynegotiating (e.g.,anticipatespotential vulnerabilities, understands customer measurement of valuein order to