Commercial Sales Executive

hace 2 días

Santanyí, Baleares, España Microsoft A tiempo completo
Overview

The Commercial Executive (CE), is a sales professional responsible to close Volume Licensing (VL) deals and see them through to processing. You will manage the pricing of VL deals and will continually seek out revenue growth opportunities through upselling and cross selling. You will work with and through the wider sales teams, both internally and externally to Microsoft, in order to achieve targets. 

Your performance will be evaluated based on both sales targets and execution metrics that ensure timely and high-quality deal completion. In this role, you will serve as a trusted advisor to the sales team, offering expert guidance on licensing and commercial solutions for customers, particularly in complex scenarios. You will evaluate the need for deal discounts or modifications to customer contract terms and conditions, holding specific authority to approve discounts and contract concessions. Additionally, you will be responsible for structuring deal commercials and leading negotiations with customers to successfully close sales opportunities. Part of your responsibilities will include developing strategic plans for the sales office to maximise the value generated from Volume Licensing customers. Demonstrating a strong commitment to continuous learning and actively supporting the company's mission to empower every individual and organisation globally to achieve more is essential. You will act as a Volume Licensing & Commercial Consultant to the sales team, ensuring each customer receives the most suitable licensing and commercial solution.

Responsibilities
Agree on the best commercial Volume Licensing deal through definition & negotiation of the commercial terms in collaboration with the Account Team.Manage any discounting or changes to Volume Licensing customer contractual terms using your own approval authority or working with other approvers as needed.Work through and with various sellers, both internally and externally to Microsoft such as channel partners, Microsoft account teams, other solution sellers in order to achieve revenue targets.Manage key stakeholders to meet critical deadlines.Lead internal sales and management teams through sales process optimizing for the right level of investment and customization.Early engagement and integration on Digital Transformation initiatives by leading customers through the procurement.Help orchestrate and execute the T-13 sales motion with the Account team for the Enterprise contract renewals.Land on time Volume Licensing revenue by overseeing the deals through the negotiation to processing & invoice.Create and manage licensing Plan for the assigned sales accounts. The plan maps out how to maximize the commercial Volume Licensing opportunity for the account.Consult with the Deal Desk to create appropriate exceptional licensing solutions for exceptions beyond Field Empowerment.Contribute to the Commercial Executives community by sharing best practices and insights on sales execution.Qualifications
Previous Sales / Business Development and negotiation experience with senior/executive stakeholdersFluency in English and Spanish BA degree or equivalent experienceField of Study: Business, Management, IT, Commercial Sales. Sales and partner management, sales processes and methodologies training as per Industry Standard.

Key Experiences:

Positive attitude and a passion for working with customers and partners.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, long-term thinker able to analyze data to identify trends, risks and opportunities.Team player and collaborative - high performing individualists will not be successful.In-depth and strategic understanding of Microsoft licensing programs will be essential but not required at hiring.

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, read more about requesting accommodations.

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