Commercial Sales Executive

Overview

The Commercial Sales Executive plays a pivotal role in driving Microsoft's customer and partner engagements, taking responsibility for managing and closing large-scale, companywide agreements. As a trusted dealmaker, the Commercial Sales Executive leverages a deep understanding of customer strategies to craft tailored commercial solutions and lead negotiations that deliver impactful outcomes for both the customer and Microsoft.

In this role, you will play a key part in addressing complex business challenges by engaging directly with customers and partners, collaborating with stakeholders, and delivering innovative Commercial Licensing solutions that align with customer needs. From deal consultation and design to commercial negotiation, closing, processing, and billing, you will manage the entire sales process, ensuring a seamless, customer-centric experience. Your focus will include driving revenue growth through strategic opportunities across key Microsoft Cloud Solution Areas: Modern Work & Security, Copilot, Business Applications, Apps & Infra, Data & AI. By doing so, you will contribute to your customers' digital transformation journeys and advance Microsoft's strategic goals.

If you are passionate about building strong relationships, solving business challenges, and delivering tailored solutions, this role offers a unique opportunity to drive meaningful impact and accelerate your career with 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.

Responsibilities

Customer & Partner Engagement

• Act as the lead negotiator and advisor for Microsoft's largest commercial agreements, building trust and strong relationships with customers and partners.
• Collaborate with internal teams (e.g., Deal Desk, Sales, Finance) and external stakeholders (e.g., partners, Licensing Solution Providers) to align licensing strategies with customer business needs.
• Proactively engage in strategic conversations with customers and partners to identify opportunities and resolve challenges.

End-to-End Deal Management

• Own the entire sales lifecycle: from planning and designing licensing solutions to negotiating terms, managing objections, finalizing contracts, and ensuring accurate billing.
• Tailor deals to customer requirements while adhering to Microsoft's policies and compliance standards.
• Work on upsell and cross-sell opportunities, incorporating modern solutions such as AI, cloud adoption, and Microsoft's latest technologies.

Strategic Account Planning

• Partner with account teams to integrate commercial strategies into overall account plans, ensuring alignment with customer priorities.
• Use your understanding of the customer's business and industry trends to craft scalable and impactful proposals.
• Build future-looking plans to ensure customer success and continued adoption of Microsoft technologies.

Compliance & Governance

• Ensure all deals align with Microsoft's ethical sales policies and comply with local regulations and global standards.
• Partner with compliance teams to address potential risks, ensuring transparency and a strong culture of governance.
• Coach team members and partners on compliance best practices and policies to streamline the deal-making process.

Driving Innovation & Value

• Simplify complex licensing and commercial agreements into actionable solutions for customers and partners.
• Demonstrate the value of Microsoft technologies, including Microsoft 365, Azure, Dynamics 365, and AI, to help customers achieve their business goals.
• Provide creative solutions that address customer challenges and unlock new opportunities for revenue growth.

Team Collaboration & Empowerment

• Share knowledge and support onboarding of new team members while fostering cross-functional collaboration.
• Empower colleagues and partners by providing clarity on Microsoft's licensing strategies and policies.
• Act as a role model for collaboration, ensuring seamless alignment across sales, delivery, and partner teams.

What You'll Do Day-to-Day:

• Customer Interaction: talk to customers and partners understanding their needs, explaining licensing options, and tailoring proposals.
• Deal Execution: negotiate and close agreements, ensuring smooth processing and alignment with policies.
• Strategic Planning: work with internal teams to identify growth opportunities and prioritize strategic accounts.
• Problem-Solving: address objections, customize deals, and provide solutions to customer challenges.
• Relationship Building: foster long-term relationships with customers, partners, and internal teams to ensure mutual success.

Qualifications

Required Qualifications:

• Solid customer-facing sales and negotiations experience
• Understanding of Microsoft Solutions for the Modern Workplace
• Fluent in German and English

Additional or Preferred Qualifications (PQs)

• Strong knowledge of Microsoft's Volume Licensing Programs, including Enterprise Agreement (EA), Microsoft Products and Services Agreement (MPSA), and the New Commerce Experience transition.
• Familiarity with the Cloud Solution Provider (CSP) channel and proficiency in navigating complex licensing agreements.
• Solid understanding of Microsoft Solutions for the Modern Workplace, Business Applications, and Azure, including enabling Microsoft 365 and Copilot Solutions, building scalable web applications, and leveraging Azure services.
• Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process.