Commercial Executive

at  Microsoft

If you want to be at the forefront of the Enterprise Commercial business in Ireland then this is the role for you . If you want to build a network of relationships with Microsoft’s Enterprise customers then you should apply . This commercial executive role will join a top performing team in the Irish business and have the following ownership :

• Leads the designing of deals that enable the company to accelerate the business. Provides guidance to peers around account planning to maximize revenue. Handles deal escalation strategies and tactics as necessary.
• Drives adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making.
• Coaches others to ensure compliance is embedded in the deal making process. Advises on others’ sales and negotiation strategies to ensure they adhere to established guidelines, policies, and legal standards. Partners with high-risk deal desk (HRDD) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively and promptly raises compliance issues directly to the appropriate compliance organization. Mentors less experienced team members in addressing compliance investigations. Provides recommendations to address potential non-compliance issues and redirect appropriately. Serves as a trusted advisor on compliance (e.g., General Data Protection Regulation [GDPR]). Exemplifies and drives a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy). Oversees win/win-compliant deal making processes to ensure that they occur while commercial solutions are created.
• Utilizes deep technical knowledge of liability to evaluate and recommend risk tolerance strategies. Articulates when and why risk is worth it (or not). Partners with leaders to build cost into profit and loss (P&L). Focuses on sustainable business. Independently evaluates risk and liability as part of deal consideration and escalates when appropriate. Shares best practices and experiences to create efficiencies for teams. Assesses when engagement and executive engagement is necessary due to deal size, complexity, or strategic importance.
• Coaches others to apply proven sales methodologies (e.g., Value Selling, Think, Strategic Negotiations). Leverages negotiation strategies and assigns roles and responsibilities while considering customer needs. Clarifies strategy and serves as escalation point as needed. Briefs leadership team on negotiation strategy. Solicits and receives sign off from leadership teams on largest deals. Articulates and maintains the strategy for the negotiation approach by formulating plans with all required stakeholders to ensure that the entire sales team up to top management are aligned. Shares accountability for negotiation outcome(s).

REQUIRED/MINIMUM QUALIFICATIONS

• decade plus years of sales and negotiation experience
• OR Bachelor’s Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND extensive sales and negotiation experience or related work or internship experience
• OR equivalent experience.
  Microsoft is an equal opportunity 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

RESPONSIBILITIES

In summary the responsibilities are

• Engages with and provides tactical direction to various sellers and business stakeholders 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, guiding commercial strategy alignment with customer needs.
• Drives planning and execution of strategies with partners, ensuring solutions meet customer commercial strategic needs.
• Acts as a trusted technical advisor for solution assessment and contractual adjustments.
• Drives issue resolution across functions and proposes innovative solutions.
• Reinforces cross-segment and cross-group collaboration, sharing knowledge.
• Leverages expertise in customer business needs for ethical revenue achievement.
• Leads competitive analyses and ensures appropriate monetization of commercial solutions.
• Acts as a trusted advisor during the sales process.

This multifaceted role combines strategic thinking, technical expertise, and collaboration across functional areas
The core responsibilities also include strategic thinking, negotiation skills, and effective leadership in sales execution

This role combines strategic thinking, negotiation skills, and effective leadership in sales executionby driving the following activities;

• Early Engagement and Planning:
• Provides direction and guidance during early engagement, planning, and ideation.
• Advises on account territory planning.
• Close Plan Strategies:
• Crafts and communicates novel and innovative close plan strategies.
• Aligns renewal or negotiation language to customer understanding.
• Strategic Positioning and Best Practices:
• Works within the portfolio to gain a strategic position.
• Drives the creation of best practices for deal making.
• Ensures consistency across deals.
• Examines deals from different angles for effective outcomes.
• C-Level Engagement:
• Presents and speaks at a C-level audience.
• Understands business solutions beyond technology (e.g., productivity gains, financial impact).
• Sales Process Leadership:
• Leads internal sales and management teams.
• Optimizes investment and customization levels.
• Accomplishes tasks across stakeholders.
• Crafts and presents deals, including amendments and documentation.
• Contractual Expertise:
• Assists with customer queries on contract terms.
• Validates and publishes legal amendments.
• Leads negotiations of contractual amendments.
• Deal Strategies and Leadership:
• Develops deal strategies for client offers.
• Demonstrates strong leadership and engagement.
• Ensures alignment among internal stakeholders to avoid deal delays.
• Sales Execution Cadence:
• Leverages comprehensive knowledge of sales science and operational acumen.
• Analyzes pipeline metrics, closed rates, and competitive selling.

If you want to be at the forefront of the Enterprise Commercial business in Ireland then this is the role for you . If you want to build a network of relationships with Microsoft’s Enterprise customers then you should apply . This commercial executive role will join a top performing team in the Irish business and have the following ownership :

• Leads the designing of deals that enable the company to accelerate the business. Provides guidance to peers around account planning to maximize revenue. Handles deal escalation strategies and tactics as necessary.
• Drives adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making.
• Coaches others to ensure compliance is embedded in the deal making process. Advises on others’ sales and negotiation strategies to ensure they adhere to established guidelines, policies, and legal standards. Partners with high-risk deal desk (HRDD) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively and promptly raises compliance issues directly to the appropriate compliance organization. Mentors less experienced team members in addressing compliance investigations. Provides recommendations to address potential non-compliance issues and redirect appropriately. Serves as a trusted advisor on compliance (e.g., General Data Protection Regulation [GDPR]). Exemplifies and drives a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy). Oversees win/win-compliant deal making processes to ensure that they occur while commercial solutions are created.
• Utilizes deep technical knowledge of liability to evaluate and recommend risk tolerance strategies. Articulates when and why risk is worth it (or not). Partners with leaders to build cost into profit and loss (P&L). Focuses on sustainable business. Independently evaluates risk and liability as part of deal consideration and escalates when appropriate. Shares best practices and experiences to create efficiencies for teams. Assesses when engagement and executive engagement is necessary due to deal size, complexity, or strategic importance.
• Coaches others to apply proven sales methodologies (e.g., Value Selling, Think, Strategic Negotiations). Leverages negotiation strategies and assigns roles and responsibilities while considering customer needs. Clarifies strategy and serves as escalation point as needed. Briefs leadership team on negotiation strategy. Solicits and receives sign off from leadership teams on largest deals. Articulates and maintains the strategy for the negotiation approach by formulating plans with all required stakeholders to ensure that the entire sales team up to top management are aligned. Shares accountability for negotiation outcome(s)