Commercial Manager
2 months ago
The Commercial Sales Account Team focusses on empowering customers on their digital journey. We are responsible for envisioning new possibilities for our customers, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft. The Commercial Sales Global is a customer-facing team which provides strategic and technical deal-based engagement to drive New Commerce Azure Consumption Revenue (ACR) and reduce time to consume and deliver a seamless transition to new commerce platform.
The Commercial Manager is a senior leader who plays a critical role hiring, coaching and developing a team of Commercial Executives, who lead the design and execution of the customer’s commercial strategy and negotiation, selling the right commercial solution at the right time and ensuring every deal is compliant and profitable for Microsoft. You are entrusted to lead a team of World Class Deal makers who drive the development of creative commercial constructs and negotiate creative and complex commercial terms. As the Commercial Manager you coach the extended team on developing and executing courageous and constructive strategies. As the team lead, you are expected to proactively and strategically plan and execute with Account Team Unit (ATU), Specialist Team Unit (STU) and Commerce Scale Unit (CSU) leaders to identify priority customers and sales plays to accelerate revenue and consumption. You must have the ability to Model-Coach-Care for the Commercial Executives on our Digital Transformation story and engage with Account Team Unit (ATU), Specialist Team Unit (STU) and other sales leaders to achieve cross functional goals.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
**Responsibilities**:
- You will hire, coach and grow a team of results orientated, creative thinking and excellent orchestrators, strategic negotiators and foster inclusive culture based on growth mindset and live the Microsoft Values) to advance our cultural transformation as well as model an attitude of creative and collaborative thinking, thinking outside the box, challenging the established order.
- You will achieve revenue and business growth for Microsoft and ensure compliance throughout the sales process and understand the customer’s needs as you address objections and tailor commercial solutions to ensure long-term success.
- You will lead a team of World Class Deal makers who drive the development of creative commercial constructs and negotiate creative and complex commercial terms
- You will optimize right level of investment and customization leveraging price and non-price concessions and identify and maximize business opportunities with new offerings, like Copilot as you strategize and take relevant steps to make sure deal execution is successful.
- You will collaborate with Sales and Finance stakeholders to define the negotiation strategy and drive internal alignment regarding pricing, terms, and conditions.
- As Lead Negotiator, you will prepare compelling negotiation proposals, articulate value proposition, address customer concerns effectively.
- You will develop trusted relationships with key customer stakeholders, partners, Account Team, Specialist Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets and collaborate with your peers in other areas to achieve business continuity, balance workload if required and share learnings and demonstrate strong engagement with Subsidiary Leadership (Sales, Finance, HR, etc.) and Corp teams to further establish Commercial Executive brand and influence resourcing.
**Qualifications**:
**What skills do you need to have?**
There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:
**Required Qualifications (RQs)**
- 13+ 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 10+ years sales and negotiation experience or related work or internship experience
- OR equivalent experience
- 5+ years sales management or sales executive leadership experience
**Preferred Qualifications (PQs)**
- 5+ years second level management experience
- 6+ years sales team management or sales executive leadership experience
- 5+ years people management experience
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