Microsoft Commercial Executive 

Australia, New South Wales, Sydney 

899224910

• 7+ years of sales and negotiation experience at an Enterprise level,
  
  retail and manufacturing industryexperience will be highly preferred
• Degree in Finance, Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 5+ years of sales and negotiation experience or related work experience

Key Experiences:

• Seasoned sales and negotiation professional, unafraid of conflict.
• Positive attitude and a passion for working with customers and partners.
• Comfortable speaking at all organizational levels, from the CxO to the procurement / commercial teams.
• Able to make the best choices for the customer based on their commercial strategic needs .
• Strategic, long-term thinker able to analyse data to identify trends, risks and opportunities.
• Team player and collaborative
• In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.

Deep Proactive Engagement

• Orchestrates high levels of strategic conversations internally and with our customers.
• Proactively engages with others to align commercial strategy to customer needs.
• Serves as trusted business partner and advisor to customers to ensure that solutions are aligned to customer commercial strategic needs.
• Acts as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs.
• Engages in feedback loop to corporate to improve/simplify contractual commercial to meet business needs or market opportunities.
• Contribute to overall success by driving strong team collaboration, cross segment and cross group collaboration.
• Contributes to teams by sharing knowledge, supporting the onboarding of others in the same role and proactively seeking help.

Deal Making

• Leverage 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 optimising for the right level of investment and customisation. Optimise deal customisation leveraging price and non-price concessions.
• Crafts and executes close plan strategies. Aligns language of renewal or negotiation to customer's understanding.
• Understanding Retail and Manufacturingindustries and how to optimise deals in this space
• Support clients in getting the best out of their Microsoft investments and partnership and uncover innovative solutions to their business challenges.

Negotiation

• Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
• Ensures appropriate monetization of commercial solutions.

Collaboration

• Develop 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.