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The Commercial Executive (CE) is a Sales professional responsible to close companywide agreements. The CE is an experienced deal maker who is able to understand the customer's strategy, build commercial constructs across different solution areas and act as a lead negotiator to land the deal with the customer. This role has significant business impact through direct involvement in customer/partner projects and solving complex business problems while partnering with various stakeholders in delivering licensing solutions focused on the needs of customers. As a CE you will drive deals all the way from deal consulting and design to commercial negotiation, closing, processing, and billing. You will continually seek out revenue growth opportunities with primary focus on Microsoft Copilot, Office365, Azure, Dynamics365 and other key Microsoft solutions.

Responsibilities

• Collaborates with diverse stakeholders to achieve revenue targets, leveraging key resources (e.g., business desks, sales support, partners, finance) to drive outcomes.

• Advises on commercial licensing adjustments aligned with customer requirements. Demonstrates accountability in resolving cross-functional issues.

• Engages in feedback loops to enhance contractual commercial strategies , contributing to a unified approach. Cultivates cohesive cross-segment and cross-group collaboration, imparting knowledge, assisting onboarding, and seeking assistance when needed.

• Applies ethical selling practices to achieve revenue goals, contributing to pricing scenarios, proposals, and industry insight. Serves as a trusted advisor, ensuring optimal monetization of commercial solutions.

• Engages early in planning, ideation, and account territory strategies.

• Guides internal teams through sales processes , optimizing investment and customization while managing tasks comprehensively. Constructs deals, including necessary amendments and documentation. Utilizes internal resources effectively for addressing customer queries, finalizing legal amendments.

• Handles objections and negotiates amendments within defined empowerment . Develops overarching deal strategies, engaging stakeholders for seamless execution and ensuring alignment with value delivery and deployment plans.

• Identifies and seizes opportunities throughout the deal lifecycle and AI integration. Leverages a consultative approach, aligning with Microsoft strategies to capitalize on new prospects.

• Champions multiple equivalent offers (MEOs) to foster alignment and desired outcomes, overseeing offers strategically. Demonstrates proficiency in understanding product monetization and deal limitations.

• Empowers team members with understanding of Microsoft/customer business strategies , promoting clarity and consistent follow-through.

• Builds challenger relationships with customers/partners , understanding their priorities and strategies, structuring deals that drive value and contribute to Microsoft's growth through quota achievement based on revenue, shares, or consumption.

• Translates requirements into proposals, identifies and recommends solutions for internal stakeholders to resolve customer/partner issues. Simplifies commercial strategies for customers and partners, orchestrating the right resources to address partner issues within deals.

Qualifications

Qualification

Required/Minimum Qualifications

• Customer facing sales and negotiation experience OR bachelor's degree in business management, Information Technology, Law, Marketing (or equivalent) or related field AND sales and negotiation experience or related work or internship experience OR equivalent experience.

Preferred/additional:

• A good understanding of Microsoft's Volume Licensing Programs, including traditional programs like Enterprise Agreement (EA), Microsoft Products and Services Agreement (MPSA) as well as the transition to the New Commerce Experience.

• Familiarity with the Cloud Solution provider channel and the ability to navigate the complexities of Licensing Agreements.

• Knowledge of Microsoft Solutions for the Modern Workplace and ideally also for Business Applications, and Azure. This includes understanding how to enable a Modern Workplace with Microsoft 365 Solutions, building secure and scalable web front ends, and leveraging Azure services

• Fluent German and English are required .

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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) .