Commercial Executive

2 weeks ago

Greater Toronto Area, Canada Microsoft Full time

Canada Enterprise Commercial - Canada Region, Commercial Executives (CE’s) play a critical role in driving the success of our Enterprise Operating Unit by delivering World Class Deal making across a mix of industry-based customers. As a member of this team, you will collaborate broadly across our sales organization as a trusted advisor.

The Commercial Executive (CE) is a sales professional who serves as the lead for driving transformative deal strategies - developing executable options, negotiating pricing/contracts, and continually seeking revenue growth opportunities through up-selling and cross selling motions. CE’s are on point to align team members to sell the right solution at the right time and ensure every deal is compliant and profitable for Microsoft.

As a Commercial Executive you will act as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs. Leverages understanding of sales science (e.g., pipeline metrics, closed rates, competitive selling) to establish a strategic sales execution cadence. Develops customer-centric offers by engaging with and aligning account teams around the deal(s) that they are casting. Ensures that Win/Win compliant deal making occurs while creating commercial solutions. Establishes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability and the negotiation outcome.

If you have a passion for selling, analytical skills, and are motivated by continuous learning and problem solving, we invite you to learn more about the CE role.

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**:

- Develops commercial plans for strategic accounts, analyzing customer history and anticipating renewals.
- Collaborates with leaders to negotiate complex commercial terms, using formal strategies and understanding stakeholder priorities. Drives negotiation outcomes and consults on team planning.
- Assesses deal risks, including contract growth and legal issues, escalating as needed. Coaches on risk assessment and leverages resources to judge risk-taking opportunities.
- Drives adherence to commercial solutions policy and coaches sales team for compliance. Partners with HRDD and audit teams, leveraging tools like business conduct and integrity. Raises compliance issues and supports team members in investigations. Serves as a compliance advisor, fostering a culture of compliance and ensuring win/win-compliant deal making.
- ** Deep Proactive Engagement**:

- Independently leads collaborations to meet revenue targets, engaging with internal and external stakeholders and aligning commercial strategy with customer needs. Drives accountability and fosters team collaboration.
- Ensures customer/partner teams deliver value, aligning with priorities and strategies to structure deals for growth. Develops relationships to understand customer strategies and structures value-driven deals.
- Utilizes best practices and product strategy knowledge to accomplish goals. Provides feedback to align commercial strategies and demonstrates agility in business alignment.
- Leads sales teams through the sales process, crafting deals and finalizing legal amendments. Participates in deal strategy development and ensures value alignment with deployment plans.
- Identifies business opportunities, consulting internal partners to maximize pipeline conversion. Develops customer-centric offers and structures contracts to capitalize on opportunities.
- Leverages knowledge of customer needs to achieve revenue goals ethically. Develops pricing scenarios and proposals, acting as a trusted advisor and coordinating with stakeholders for account planning.- Embody our culture and values

**Qualifications**:
Required/Minimum Qualifications
- 5+ 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 3+ years sales and negotiation experience or related work or internship experience
- o OR equivalent experience.

Additional or Preferred Qualifications
- 7+ 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 5+ years sales and negotiation experience or related work or internship experience
- o OR Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 4+ years sales and negotiation experience or related work
- o OR equivalent experience

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