Commercial Executive Major Surface Deals

Responsibilities

• DealMaking
  • Lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization.
  • Optimize deal customization leveraging price and non-price concessions.
  • Identify Surface business opportunities which vary based on deal lifecycle and artificial intelligence (AI).
  • Take relevant steps to make sure Surface deal execution is successful.
• Negotiation
  • Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
• Collaboration
  • Develop trusted relationships with key customer stakeholders, partners, Surface Selling team in order to help our customers deliver their business goals and achieve Microsoft revenue targets.

• Positively impact customer’s commercial strategy
• Surface Quota targets achieved or exceeded
• Surface Gross Margin targets achieved or exceeded
• Drive success of new and updated devices, and continue momentum on existing products
• Compliant deal making
• Use field empowerment strategically to drive deals at scale
• Long-term, trust-based stakeholder relationships are developed

Qualifications

• 
  Master’s degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND sales and negotiation experience or related work 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
• Proven sales and negotiation experience OR equivalent experience.

• Seasoned sales and negotiation professional, comfortable with constructive tension.
• Positive attitude and a passion for working with customers and partners.
• Comfortable speaking at all organizational levels, from the CxO to the procurement / purchasing team.
• Able to make the best choices for the customer based on their commercial strategic needs.
• Strategic, long-term thinker able to analyze 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.