Commercial Sales
2 months ago
Acts as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs. Leverages understanding of sales science (e.g., pipeline metrics, closed rates, competitive selling) to establish a strategic sales execution cadence. Develops customer-centric offers by engaging with and aligning account teams around the deal(s) that they are casting. Ensures that Win/Win compliant deal making occurs while creating commercial solutions. Establishes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability and the negotiation outcome.
**Responsibilities**:
**Responsibilities**:
Deep Proactive Engagement
- Engages with and provides tactical direction to various sellers and business stakeholders in order to achieve revenue targets. Secures and deploys critical resources (e.g., deal desk, sales support, partners, finance) to drive business outcomes. Orchestrates high levels of strategic conversations internally or externally. Serves as an expert and resource for others and provides guidance to align commercial strategy to customer needs. Drives the planning and execution of strategies with partners to ensure that solutions are aligned to customer commercial strategic needs. Acts as a trusted technical advisor of solution assessment and expected outcomes within local or regional segment/organization to determine how commercial licensing and contracting should be changed to best meet customer needs. Drives accountability in resolving cross-functional issues to successful conclusion. Promotes and provides unique solutions, approaches, or techniques in feedback loop to corporate to improve/simplify contractual commercial to meet business needs or market opportunities. Drives and ensures overall success by reinforcing cross segment and cross group collaboration with prioritization to ensure proper balance of demands. Actively shares knowledge across segments/organizations and creates a common or shared vision across a highly matrixed organization (across other Microsoft functional areas).
- Leverages expertise of customer business needs and desired outcomes and identifies new tools and processes to achieve revenue goals using ethical selling methods. Mentors others on developing pricing scenarios and proposals. Leverages industry knowledge expertise and leads competitive analyses that substantially contribute to and shape commercial solutions. Acts as a trusted advisor both internally and with customers in the sales process. Ensures appropriate monetization of commercial solutions. Provides direction and guidance during early engagement, planning and ideation process. Serves as an expert and advises on account territory planning. Crafts and communicates novel and innovative close plan strategies. Aligns language of renewal or negotiation to customer's understanding. Demonstrates customer understanding. Works within portfolio to gain strategic position. Drives the creation of best practices for deal making. Builds consistency across deals. Examines deals from different angles (e.g., year over year), models different variables to make the most effective deal. Presents and speaks at a C-level audience to understand business solutions outside of technology solutions (e.g., productivity gains, financial impact to a customer, Opex [operational expenditure] versus Capex [capital expenditure]) and understands the terminology of working at this level.
- Leads internal sales and management teams through sales process optimizing for the right level of investment and customization. Ensures tasks are accomplished across stakeholders with appropriate breadth and depth. Crafts and presents deals that will process, including any standard or custom amendments and documentation. Secures and leverages internal resources to assist with customer queries regarding contract terms. Validates and publishes legal amendments reflecting operational and other requirements granted in specific customer situations. Leads negotiations of contractual amendments within empowerment. Develops deal strategies to present offers to clients. Demonstrates strong leadership and engagement with all stakeholders to ensure that their teams are executing effectively while reaching milestones and that all internal stakeholders are aligned on closing to avoid deal delay. Leverages comprehensive knowledge of sales science and operational acumen (e.g., pipeline metrics, closed rates, competitive selling) to lay out a strategic sales execution cadence. Analyzes and synthesizes multiple data inputs quickly and drives strategic decision making to ensure the best sales and revenue production and velocity through management team.
- Leverages knowledge of best practices and strategies to accomplish goals. Understands nuances of product strategy per solution area. Leads analysis competitive positioning and use cases. Possesses and utilizes knowledge of industry
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