**Overview**
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture isu202fcanteredu202fon embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.u202f
Do you want to be part of a commercialu202fsales team at one of the largest cloud companies in the world at the most exciting transformative time in theu202findustry? u202fu202fThe UK Commercial Executiveu202fis a sales role with exceptionalu202fstakeholderu202frelationships,u202fcommercialu202facumenu202fand negotiation skillsu202fwho has a proven track record ofu202fbuilding commercial proposals and negotiatingu202fcomplex and strategic deals. Theu202fCommercial Executive is a critical business role that supports creation of sales opportunities through to customer signature.
**Responsibilities**
Commercial and Deal management u202f
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,u202fwhilst negotiatingu202fthe bestu202fcommercial andu202fcontract structure tou202fmaximise revenueu202ffrom Microsoftu202fandu202faccelerate the business.u202fu202f
Demonstrates customer understandingu202fandu202fconnects withu202fcustomersu202fto understand businessu202fdrivers impacting commercial needsu202f(e.g., productivity gains, financial impact to a customer,u202fOpexu202fversus Capex).u202f
The accountability of deal management tracking deals to close. u202f
Driving the creation of best practices for deal making and building consistency across deals.u202f
Examine deals from different angles (e.g., year over year), modellingu202fdifferent variables to make the most effective deal.u202fu202f
Ensure compliance is embedded in the deal making process.
Bring strongu202fcommunication skills with an ability to summarise complex scenarios and provide clarity.u202f In particular when explaining commercial structures, investment processes,u202fT&Csu202fandu202fbriefingu202fstakeholders in the business.u202f
Apply sales methodologies (e.g., Value Selling). Supports the design of the appropriate negotiation strategies.
u202fCollaboration and alignment with teams across the UK business u202f
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: u202f
Demonstrates strong leadership and engagement withu202fmultiple stakeholders to ensure that all Microsoft solution capabilities are represented.u202f
Assesses when executive engagement is necessary due to deal size, complexity, or strategic importance.u202f
Work collaboratively with the partner ecosystem to drive successful business outcomes through partneru202fcommercialu202fsales.u202f
Partneru202fclosely with UK Finance, Sales teams, Business Desks, CELA and specialist sales team tou202fall 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
u202f
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 regarding 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**
Strong communication and analytical skills, with the ability to make sense of complex ideas and translate them into clear, practical guidance for a range of stakeholders. Experienceleading commercial negotiations, with an understanding of how commercial constructs align to customer priorities and transformation goals. Comfort working with financial concepts and data, using analysis and scenario thinking to inform decisionu2011making and shape deal outcomes.
Exposure to the governance and lifecycle of commercial deals, with an appreciation for managing risk, compliance, and stakeholder inputs through to completion.
Ability to engage confidently with senior stakeholders, explaining commercial considerations and tradeu2011offs in a clear and accessible way.
Collaborative mindset, with experience working across Sales, Finance, Legal, and Partner teams to progress opportunities and deliver shared outcomes
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations. (https://careers.microsoft.com/v2/global/en/accessibility.html)…