Microsoft Senior Commercial Executive 

Indonesia, Jakarta Special Capital Region 

181513859

Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.

Required/Minimum Qualifications

• 12+ years sales and negotiation experience
  • OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 8+ years sales and negotiation experience or related work or internship experience
  • OR equivalent experience.

Additional or Preferred Qualifications

• 15+ years sales and negotiation experience
  • OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 12+ years sales and negotiation experience or related work or internship experience
  • OR Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 10+ years sales and negotiation experience or related work
  • OR equivalent experience.

• Simplify and construct the right commercial solution in a complaint way. Develop commercial construct to maximize ACR and drive upsell to the next level of cloud.
• Co-drive transformational renewals in partnership with Account Executives by leveraging resources (concessions, investments, promotions, etc.) to develop the best commercial construct; Drive On-time renewal and land deals pre-global Cut-off by submitting early and right to DCOE and Operation Service Center (OSC)
• New Commerce – (a) Own New Commerce renewal opportunities. (b)Prioritize eligible new MACC deals to close on MCA-E. (c) Attach Unified Support with every MACC per empguide guidance
• Drive Execution excellence in partnership with sales team, Deal Desk and OSC
• MCEM – Understand MCEM framework. Initiate engagement in Inspire and Design. Continue engagement in Empower and Achieve and drive deal construct and negotiation activities until agreement is signed.
• Demonstrate strategic leadership by pro-actively leading and negotiating commercial terms that best meet customer and Microsoft needs in collaboration with the Account team and Deal Managers.
• Lead negotiations through the strategic use of field empowerment, including discounting, to drive revenue growth, increased cloud mix, and upsell.
• Demonstrate strong leadership, engagement and collaboration with stakeholders (i.e., Customers, ATU, STU, Services, GPS, DD, HRDD, CELA, OSC and Partners)
• Act as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs.
• Be a champion for Compliance. Cooperate with HRDD reviews, audits, and other compliance processes, be transparent and help on remediation actions.
• Reduce non-sales time by leveraging resources such as vendor support, PSSST, OSC and DCoE
• Complete all required virtual and in person onboarding training, Commercial Sales Academy participation. New hires only.
• Attend annual Commercial Executive Summit, regional readiness calls, deep dive calls, CSD&E professional development training and complete all required trainings.
• Create and manage a personal development plan by seeking and acting on manager and stakeholder feedback, developing deeper understanding of Commercial Executive role, and embracing core priorities and redirecting out-of-scope activities