Overview
The Commercial Sales Account Team focuses on empowering customers to leverage technology solutions and services to drive impact and growth, and transformation. We are focused on envisioning new possibilities, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft.
The Commercial Sales Team is a customer-facing team which provides strategic and technical deal-based engagement to drive performance across Microsoft Customer and Partner Solution priorities, including Azure Consumption Revenue (ACR).
The Commercial Manager is a senior leader who plays a critical role in hiring, coaching and developing a team of Commercial Executives, who lead the design and execution of the customer's commercial strategy and negotiation, selling the right commercial solution at the right time and ensuring every transaction is compliant and profitable for Microsoft.
You are entrusted to lead a team of World Class Sales Leaders who drive the development of creative commercial constructs and negotiate creative and complex commercial terms. As the Commercial Manager, you coach and lead the extended team to develop and execute courageous and constructive strategies.
As the team lead, you are expected to proactively and strategically plan and execute with Account Team Unit (ATU), Specialist Team Unit (STU) and Customer Success Unit (CSU) leaders to identify priority customers and sales plays to accelerate revenue and consumption. Key leadership skills will include a Model-Coach-Care approach to lead and develop Commercial Executives and engage with Account Team Unit (ATU), Specialist Team Unit (STU) and other sales leaders to achieve cross-functional goals.
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 will recruit, coach and grow a team of results-oriented, creative thinking and excellent orchestrators, strategic negotiators and foster an inclusive culture based on a growth mindset.
You will live the Microsoft Values to forward our cultural transformation as well as model an attitude of creative and collaborative thinking, thinking outside the box, challenging the established order.
You will achieve revenue and business growth for Microsoft and ensure compliance throughout the sales process and understand the customer's needs as you address objections and tailor commercial solutions to ensure long-term success.
You will lead a team of World Class Deal makers who drive the development of creative commercial constructs and negotiate creative and complex commercial terms.
You will optimize the right level of investment and customization leveraging price and non-price concessions and identify and maximize business opportunities with new offerings, like AI Design Wins, Copilot, and Cybersecurity.
You will collaborate with Sales and Finance stakeholders to define the negotiation strategy and drive internal alignment regarding pricing, terms, and conditions.
As Lead Negotiator, you will prepare compelling negotiation proposals, articulate value proposition, and address customer concerns effectively.
You will develop trusted relationships with key customer stakeholders, partners, Account Teams, Specialist Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets.
You will collaborate with your peers in other areas to achieve business continuity, balance workload if required and share learnings and demonstrate strong engagement with Subsidiary Leadership (Sales, Finance, HR, etc.) and Corporate teams to further establish Commercial Executive brand and influence resourcing.
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