Overview

In the Enterprise Commercial organization in Germany, our Commercial Executives play a critical role in driving the success of our Enterprise Operating Unit by leading commercial negotiations as well as delivering World Class Deal making across our portfolio of Manufacturing 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 and negotiating pricing/contracts, 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.

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.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

Mastering Key Skills

• 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 and verifies upcoming renewals as appropriate.
• Drives 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. Partners with high-risk deal desk (HRDD) where applicable and 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 advises on potential non-compliance issues and redirect appropriately. Serves as a trusted advisor on compliance (e.g., General Data Protection Regulation [GDPR]). 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 deal 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).
• Partners with leaders when negotiating complex commercial terms in collaboration with the account team and deal manager. Understands stakeholders (priority). Leverages formal negotiation strategies 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). Consults with leaders on rhythm of negotiation team planning and reporting to stakeholders. Utilizes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability for negotiation outcome(s).
  
  

Qualifications

Key Experiences & Skills:

Negotiation

Experienced in negotiation leadership with c-Levels

Desire to take ownership and demonstration of leadership

Sales

• 5+ years of sales experience
• Customer obsessed
• Cooperation with and scaling through partners
  
  

Communication Skills

• Comfortable speaking at all organizational levels, from the CxO to the procurement/purchasing teams.
• Able to explain complex solutions; skilled at simplifying the complex
• Strategic, longterm thinkerable to analyze data to identify trends, risks and opportunities.
• Team player and collaborative – high performing individualists will not be successful.
• Leading virtual cross group teams
• Strategic, longterm thinkerable to analyze data to identify trends, risks and opportunities.
• Team player and collaborative – high performing individualists will not be successful.
• Leading virtual cross group teams
  
  

Education And Knowledge

Bachelor’s degree or equivalent work experience, MBA preferred.

Proven sales and negotiation experience is obligatory

Field of Study: Business, Management, IT, Commercial Sales, Legal

Sales and partnermanagement, sales processes and methodologies training as per Industry Standard.

Understanding of legal language/ aspects desired

bBusiness fluent in english and german

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.