Commercial Sales Executive - UK & Ireland

In SME&C, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Enterprise & Channel organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SME&C organization and the value we deliver to our customers, partners, and one another, every day.

The Commercial Executive (CE) in SME&C is a sales professional and negotiator that will help our customers come to commercial terms across our business and also acting as trusted advisor.  You will negotiate contracting and pricing, serve as a lead point for escalations/negotiations, develop/model options, drive creative/transformative deal strategies, and evaluate your book of business and continually seek out revenue growth opportunities through up-selling and cross selling. 
 
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 and ensuring every deal is compliant and profitable for Microsoft. This opportunity will allow you to hone your selling skills, become adept at deal strategizing and structuring, and develop your stakeholder management skills. This is a full time role with the opportunity to work from home partially.

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 ensure that customer/partner support/account teams deliver value during lifecycle management planning and that they are aligned with teams on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth.
• Lead and manage commercial sales engagements, collaborating with account teams, partners, and stakeholders to achieve revenue targets.
• Develop and execute commercial plans for strategic accounts, maximizing qualified opportunities and driving annuity and cloud growth.
• Analyze and negotiate complex commercial terms, ensuring compliance with company policies, regulatory laws, and local market principles.
• Build and maintain trusted advisor relationships with customers and partners, understanding their priorities and aligning solutions to their needs.
• Drive adherence to commercial solutions policy, coach others on compliance and risk assessment, and ensure consistent deal execution.
• Identify and capitalize on new business opportunities, including upsell/cross-sell and expansion of Microsoft’s footprint.
• Assess deals for risks related to contract growth, partner channels, profitability, legal issues, and contracting.

Qualifications

Required/Minimum Qualifications (Rqs/Mqs)

• Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND sales and negotiation experience or related work or internship experience
• Proven sales and negotiation experience
• OR equivalent experience.
• Proven experience in commercial sales, including contract negotiation and customer relationship management.
• Strong organizational skills with a demonstrated ability to manage operational processes and ensure compliance across multiple projects.
• Proven sales and negotiation experience
• OR equivalent experience.

Additional or Preferred Qualifications (PQs)

• In-depth and strategic understanding of Microsoft licensing programs and contracting will be beneficial.
• Comfortable speaking at all organizational levels, from the CxO to the procurement / purchasing teams.

#Smeccareers

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.