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About The Role
Our team of passionate, fun and tech-inspired humans are looking for Commercial Executive to drive commercial outcomes in partnership with customers, to achieve business outcomes.
The Commercial Executive is a trusted advisor who leads the design and execution of the customer’s commercial strategy and negotiation, selling the right commercial solution at the right time and ensuring every deal is compliant and profitable for Microsoft.
Responsibilities
- Understand customer needs and outcomes to design tailored, ethical commercial solutions that drive revenue
- Lead deal structuring and pricing proposals, using competitive and industry analysis to guide strategy
- Optimise deals through smart use of pricing and non-price concessions
- Drive internal and external alignment on commercial strategy and investment levels
- Create and execute close plans, aligning language and approach to customer expectations
- Define and negotiate complex commercial terms with a strategic approach
- Lead negotiation planning and execution, ensuring appropriate monetisation of the solution
- Build trusted relationships with key customer stakeholders, partners, and account teams
- Develop a deep understanding of customer priorities to structure high-value, outcome-focused deals
- Balance Microsoft and customer needs when crafting value-based solutions
- Advocate for customer and partner needs in proposals, identifying and escalating issues when necessary
- Simplify and communicate commercial strategies effectively to customers and partners
- Drive customer adoption, usage, and growth aligned with Microsoft revenue and share goals
Key Experiences
- Seasoned sales and negotiation professional, unafraid of conflict.
- Positive attitude and a passion for working with customers and partners.
- Comfortable speaking at all organizational levels, from the CxO to the procurement / commercial
- Able to make the best choices for the customer based on their commercial strategic needs.
- Strategic, long-term thinker able to analyse data to identify trends, risks and opportunities.
- Team player and collaborative
- In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.
Deep Proactive Engagement
- Orchestrates high levels of strategic conversations internally and with our customers.
- Proactively engages with others to align commercial strategy to customer needs.
- Serves as trusted business partner and advisor to customers to ensure that solutions are aligned to customer commercial strategic needs.
- Acts as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs.
- Engages in feedback loop to corporate to improve/simplify contractual commercial to meet business needs or market opportunities.
- Contribute to overall success by driving strong team collaboration, cross segment and cross group collaboration.
- Contributes to teams by sharing knowledge, supporting the onboarding of others in the same role and proactively seeking help.
Qualifications
There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:
- Bachelor’s degree and 5+ years of sales, negotiation, or related experience OR
- Master’s degree and 4+ years of sales, negotiation, or related experience OR
- 7+ years of sales, negotiation, or equivalent commercial experience OR
- Equivalent combination of education and experience
Skills And Experience
- Proven ability to lead complex sales and commercial negotiations, including deal structuring and closure
- Experience working with senior stakeholders, including CxOs, procurement, and commercial teams
- Understanding of commercial strategy and aligning solutions to customer needs
- Confident analysing data to identify trends, risks, and opportunities
- Familiarity with enterprise licensing models and contract practices
- Experience influencing commercial terms or contributing feedback to improve offers and customer outcomes
- Comfortable managing complex deal structures involving multiple internal and external stakeholders
- Trusted advisor in recommending changes to licensing and contracting based on customer needs
Microsoft is an equal prospect 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.
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📌 Commercial Executive - Sydney
🏢 Microsoft
📍 City of Sydney