Overview What Joining The Microsoft Team Means Microsoft is on a mission to empower every person and every organization on the planet to achieve more Our culture is centered on embracing a growth mindset a theme of inspiring excellence and encouraging teams and leaders to bring their best each day In doing so we create life-changing innovations that impact billions of lives around the world You can help us to achieve our mission Microsoft envisions a cloud-empowered world A world of more possibility more innovation more openness and more sky s-the-limit thinking A world where passionate innovators come to collaborate envisioning what can be and taking their careers to places they simply couldn t anywhere else Our mission is to empower every person and every organization on the planet to achieve more This mission is ambitious and at the core of what our customers deeply care about At Microsoft we know this mission would be impossible without incredible passionate and talented people We want every employee to contribute their unique skills discover their passions and chart a course that makes a difference We are always learning Insatiably curious We lean into uncertainty take risks and learn quickly from our mistakes We build on each other s ideas because we are better together We take pride and live the Microsoft Values every day Join us and be one who empowers billions To learn more about Microsoft s mission please visit https careers microsoft com mission-culture The Impact You ll Be Making 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 The Commercial Executive will be responsible for the following Deal Making Lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization Optimize deal customization leveraging price and non-price concessions Identify business opportunities which vary based on deal lifecycle and artificial intelligence AI Take relevant steps to make sure deal execution is successful Negotiation Define negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders 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 Responsibilities Deep Proactive Engagement Collaborates with various sellers and business stakeholders in order to achieve revenue targets Leverages critical resources e g business desk sales support partners finance to drive business outcomes Orchestrates high levels of strategic conversations internally or externally Proactively engages with others to align commercial strategy to customer needs Serves as trusted business partner and advisor to partners 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 Drives accountability in resolving cross-functional issues to successful conclusion Engages in feedback loop to corporate to improve simplify contractual commercial to meet business needs or market opportunities Contribute to overall success by driving solid 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 Leverages knowledge of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods Contributes to developing pricing scenarios and proposals Develops industry knowledge and conducts competitive analysis to contribute to crafting commercial solutions Acts as a trusted advisor both internally and with customers in the sales process Ensures appropriate monetization of commercial solutions Contributes to early engagement planning and ideation process Contributes to account territory planning appropriately Crafts close plan strategies Aligns language of renewal or negotiation to customer s understanding Leads internal sales and management teams through sales process optimizing for the right level of investment and customization Accomplishes tasks across stakeholders with appropriate breadth and depth Crafts deals that will process including any standard or custom amendments and documentation Leverages internal resources to assist with customer queries regarding contract terms Finalizes legal amendments reflecting operational and other requirements Granted in specific customer situations Handles objections and may negotiate contractual amendments within empowerment Contributes to the development of deal strategies to present offers to clients Engages with stakeholders to ensure that efforts are executed effectively and that milestones are being reached Ensures that the appropriate value has been sold and that the deployment plan has been considered Leverages understanding of sales science e g pipeline metrics closed rates competitive selling to establish a strategic sales execution cadence Analyzes multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team where appropriate Develops an outlook on upcoming business opportunities for their territory Proactively identifies business opportunities which vary based on deal lifecycle and artificial intelligence AI e g cross-sell upsell expanding footprint transformational Uses knowledge of both customer and Microsoft commercial strategies to seize new opportunities that grow the Microsoft annuity footprint Proactively consults account team unit ATU to maximize pipeline conversion Prioritizes execution appropriately Leverages knowledge to secure upsells for proven value Works with account teams to identify growth opportunities and solutions Creates and utilizes multiple equivalent offers MEOs that further internal alignment and maximize desired outcomes Oversees offers Demonstrates knowledge of monetization of products and solutions Understands limitations on deal making e g understands when it is appropriate and not appropriate to follow through with a deal Develops customer-centric offers by engaging with and aligning account teams around the deal s that they are casting Works alongside account team members to determine how opportunities in the account plan may be most effectively monetized Builds the best contract structure to enable capitalization on opportunities Leverages knowledge of best practices and strategies to accomplish goals Understands product strategy per solution area Analyzes competitive positioning and use cases Possesses and utilizes knowledge of industry competition and Microsoft offering to accomplish goals Provides feedback to align pricing and offers commercial strategies to meet customer needs Provides alternatives and recommendations internally and externally Demonstrates agility in aligning business strategies within region Actively pursues learning opportunities and reinforces understanding of local subsidiary strategy Helps other team members understand Microsoft customer business strategies and why they are important for accomplishing goals Creates clarity in their work and encourages others to do the same Ensures that their peers follow through on plans Ensures 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 Initiates and develops challenger relationships with customers partner 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 Demonstrates empathy with high-level customers and partners Grows share and adoption while simultaneously driving business value for customers Balances customer partner and Microsoft needs when crafting value-based solutions Represents customer and partner requirements in proposals Translates requirements into proposals Identifies issues and potential recommendations for internal stakeholders to help solve customer partner issues Leverages knowledge about customer partner priorities and industry challenges to solve problems Simplifies commercial strategies for customers and partners Orchestrates the right resources to solve partner issues in deals Mastering Key Skill Creates and manages commercial plan contributes to account plan for strategic accounts by mapping out how to maximize qualified medium in size scope or complex commercial opportunity for the account Analyzes customer commercial opportunity history inclusive of discounts concessions and consumptions for territory Anticipates upcoming renewals as appropriate Ensures adherence to commercial solutions policy for commercial deal execution inclusive of regulatory laws and principles in local markets company policies and guidance for consistent deal making Coaches sales team to ensure compliance Maintains and ensures others sales and negotiation strategies adhere to established guidelines policies and legal standards Works with high-risk deal desk HRDD where applicable audit teams Leverages relevant tools including business conduct and integrity appropriately and confidentially Actively and promptly raises compliance issues as needed directly to the appropriate compliance organization Supports less experienced team members in addressing compliance investigations Pre-empt and advise on potential non-compliance issues and redirect appropriately Trusted advisor on compliance e g General Data Protection Regulation GDPR Takes active interest in corporate governance and compliance stays up to date on compliance issues and shares knowledge with others Drives a culture of compliance through the sales deal execution related parts of Microsoft policy e g anti-corruption policy Ensures that win win-compliant deal making occurs while commercial solutions Analyzes deals for risks related to contract growth partner channel risk profitability supported by Business Desk as needed legal issues and contracting Assesses and escalates risk as needed Coaches others on assessment and escalation of risk as needed Leverages both corporate and local resources Keeps up to date with current tools Judges when to take risks e g market making deal Defines and negotiates complex commercial terms in collaboration with the account team and licensing executive LE Understands stakeholders priority Develops a formal negotiation strategy and identifies important factors for successfully negotiating e g anticipates potential vulnerabilities understands customer measurement of value in order to craft solutions to meet those needs defines walk-away positions Defines rhythm of negotiation team planning and reporting to stakeholders Establishes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally Drives accountability and the negotiation outcome Qualifications 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 purchasing teams Able to make the best choices for the customer based on their commercial strategic needs Strategic long-term thinker able to analyze data to identify trends risks and opportunities Team player and collaborative - high performing individualists will not be successful In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring Education Skills And Knowledge Master s degree in Business Management Information Technology Law Marketing or equivalent AND 6 years of sales and negotiation experience or related work OR Bachelor s degree in Business Management Information Technology Law Marketing or equivalent or related field AND 7 years of sales and negotiation experience or related work or internship experience OR 9 years of sales and negotiation experience OR equivalent experience This position will be open for a minimum of 5 days with applications accepted on an ongoing basis until the position is filled Microsoft is an equal opportunity employer All qualified applicants will receive consideration for employment without regard to age ancestry citizenship color family or medical care leave gender identity or expression genetic information immigration status marital status medical condition national origin physical or mental disability political affiliation protected veteran or military status race ethnicity religion sex including pregnancy sexual orientation or any other characteristic protected by applicable local laws regulations and ordinances If you need assistance with religious accommodations and or a reasonable accommodation due to a disability during the application process read more about requesting accommodations

📌 Commercial Sales (Maharashtra)
🏢 Microsoft
📍 Maharashtra