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Enterprise Commercial Strategist

2 months ago

Sydney, New South Wales, Australia Microsoft Full time

Job Summary

We are seeking a highly skilled Commercial Executive to join our team at Microsoft. As a trusted advisor, you will lead the design and execution of customer commercial strategies and negotiations, driving business outcomes and revenue growth.

About the Role

The Commercial Executive will be responsible for:

  • 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.
  • 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, and Account Team 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.

Requirements

The ideal candidate will have a deep understanding of the Retail and Manufacturing industries and be able to optimise deals in this space. They will be a strong communicator and negotiator, with the ability to build trusted relationships with customers and partners.

What We Offer

As a Commercial Executive at Microsoft, you will have the opportunity to work with a talented team of professionals and contribute to the growth and success of our business. We offer a competitive salary and benefits package, as well as opportunities for professional development and advancement.