Commercial Executive

3 weeks ago

Sydney, New South Wales, Australia Microsoft Full time
Responsibilities
  • Understand customer needs and outcomes to design tailored, ethical commercial solutions that drive revenue.
  • Lead deal structuring and pricing proposals, using competitive and industry analysis to guide strategy.
  • Optimize deals through smart use of pricing and non-price concessions.
  • Drive internal and external alignment on commercial strategy and investment levels.
  • Create and execute close plans, aligning language and approach to customer expectations.
  • Define and negotiate complex commercial terms with a strategic approach.
  • Lead negotiation planning and execution, ensuring appropriate monetization of the solution.
  • Build trusted relationships with key customer stakeholders, partners, and account teams.
  • Develop a deep understanding of customer priorities to structure high-value, outcome-focused deals.
  • Balance Microsoft and customer needs when crafting value-based solutions.
  • Advocate for customer and partner needs in proposals, identifying and escalating issues when necessary.
  • Simplify and communicate commercial strategies effectively to customers and partners.
  • Drive customer adoption, usage, and growth aligned with Microsoft revenue and share goals.
Qualifications

To succeed in this role, you should have:

  • Bachelor's degree with 5+ years of sales, negotiation, or related experience, OR
  • Master's degree with 4+ years of relevant experience, OR
  • 7+ years of sales, negotiation, or equivalent commercial experience, OR
  • Equivalent combination of education and experience.
Skills and Experience
  • Proven ability to lead complex sales and negotiations, including deal structuring and closure.
  • Experience working with senior stakeholders, including CxOs, procurement, and commercial teams.
  • Understanding of commercial strategy and aligning solutions to customer needs.
  • Ability to analyze data to identify trends, risks, and opportunities.
  • Familiarity with enterprise licensing models and contracts.
  • Experience influencing commercial terms and providing feedback to improve offers.
  • Comfort in managing complex deal structures with multiple stakeholders.
  • Trusted advisor in licensing and contracting recommendations based on customer needs.
Culture and Benefits

We promote a flexible, inclusive work environment with coaching, mentoring, and up to 12 weeks paid parental leave. We welcome people of all backgrounds, including those living with disabilities or with caring responsibilities. For more details, see our FAQs, interview tips, and accessibility support.

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