Commercial Executive

3 months ago

Sydney, Australia Microsoft Full time

Our team of passionate, fun, and tech-inspired humans are looking for** Enterprise Commercial Executive - Retail and M**anufacturing **to drive commercial outcomes in partnership with customers, to achieve business outcomes. The Commercial Executive is a trusted advisor who leads 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.

**Considering applicants based in Auckland and Sydney**

**Responsibilities**:
The Commercial Executive will be responsible for the following:
**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 M**anufacturing** industries and how to optimise deals in this space

**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 mínimal 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 mínimal guidance.

**Qualifications**:
**What skills do you need to have?**
- 7+ years of sales and negotiation experience at an** Enterprise level,**
**retail and manufacturing industry** experience 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
- ** Considering applicants based in Auckland and Sydney**

**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.

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