Deal Making

Lead internal and external sales and management teams through commercial construct and deal value proposition 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, Specialist Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets.

Responsibilities

• Simplify and construct the right commercial solution in a complaint way. Develop commercial construct to maximize ACR and drive upsell to the next level of cloud.

• Co-drive transformational renewals in partnership with Account Executives by leveraging resources (concessions, investments, promotions, etc.) to develop the best commercial construct; Drive On-time renewal and land deals pre-global Cut-off by submitting early and right to DCOE and Operation Service Center (OSC)

• New Commerce – (a) Own New Commerce renewal opportunities. (b)Prioritize eligible new MACC deals to close on MCA-E. (c) Attach Unified Support with every MACC per empguide guidance

• Drive Execution excellence in partnership with sales team, Deal Desk and OSC

• MCEM – Understand MCEM framework. Initiate engagement in Inspire and Design. Continue engagement in Empower and Achieve and drive deal construct and negotiation activities until agreement is signed.

• Demonstrate strategic leadership by pro-actively leading and negotiating commercial terms that best meet customer and Microsoft needs in collaboration with the Account team and Deal Managers.

• Lead negotiations through the strategic use of field empowerment, including discounting, to drive revenue growth, increased cloud mix, and upsell.

• Demonstrate strong leadership, engagement and collaboration with stakeholders (i.e., Customers, ATU, STU, Services, GPS, DD, HRDD, CELA, OSC and Partners)

• Act as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs.

• Be a champion for Compliance. Cooperate with HRDD reviews, audits, and other compliance processes, be transparent and help on remediation actions.

• Reduce non-sales time by leveraging resources such as vendor support, PSSST, OSC and DCoE

• Complete all required virtual and in person onboarding training, Commercial Sales Academy participation. New hires only.

• Attend annual Commercial Executive Summit, regional readiness calls, deep dive calls, CSD&E professional development training and complete all required trainings.

• Create and manage a personal development plan by seeking and acting on manager and stakeholder feedback, developing deeper understanding of Commercial Executive role, and embracing core priorities and redirecting out-of-scope activities

Qualifications

Required/Minimum Qualifications

• 12+ 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 8+ years sales and negotiation experience or related work or internship experience

• OR equivalent experience.

Additional or Preferred Qualifications

• 15+ 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 12+ years sales and negotiation experience or related work or internship experience

• OR Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 10+ years sales and negotiation experience or related work

• OR equivalent experience.

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 (https://careers.microsoft.com/us/en/accommodationrequest) .

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

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .