Commercial Executive at Microsoft

Ciudad de México, , Costa Rica -

Full Time

Start Date

Immediate

Expiry Date

03 Mar, 26

Salary

0.0

Posted On

03 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales, Negotiation, Customer Engagement, Commercial Strategy, Account Planning, Cross-Selling, Upselling, Contract Management, Collaboration, Problem Solving, Analytical Skills, Communication, Ethical Selling, Industry Knowledge, Teamwork, Customer-Centric Approach

Industry

Software Development

Description

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry's most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it's a culture of innovation, opportunity, and inclusivity. Here, you'll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. The Commercial Executive (CE) in SME&C, is a sales professional and negotiator that will help our customers come to commercial terms across our business and also acting as trusted advisor. You will negotiate contracting and pricing, serve as a lead point for escalations/negotiations, develop/model options, drive creative/transformative deal strategies, and evaluate your book of business and continually seek out revenue growth opportunities through up-selling and cross selling. 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. Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 3+ years sales and negotiation experience or related work or internship experience OR 5+ years sales and negotiation experience OR equivalent experience. Advanced English level. Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 4+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience OR 7+ years sales and negotiation experience OR equivalent experience. Deep Proactive Engagement: Partners with various sellers in order to achieve revenue targets with general guidance. Collaborates with business stakeholders (e.g., Corporate, External, and Legal Affairs [CELA], operations, finance) and across teams. Applies knowledge of critical resources (e.g., deal desk, sales support, partners) and leverages them to drive business outcomes. Provides advice to peers and manager on how to adjust commercial licensing approach to meet customer needs. Ensures others are aware of their roles in orchestration. Contributes to overall success by driving strong team collaboration, cross segment and cross group collaboration. Educates peers and teams by sharing knowledge, supporting the onboarding of others in the same role, and proactively seeking help. Understands best practices and strategies and requires minimal support from more experienced team members. Develops an understanding of product strategy per solution area. Contributes to analyses competitive positioning and use cases. Seeks out and applies feedback to align pricing and offer strategy to meet customer needs. Identifies potential commercial strategies to meet customer needs. Provides input to inform alternatives and recommendations internally and externally. Seeks out learning opportunities and understanding of local subsidiary strategy. Ensures that their work provides clear direction/suggestions and that they follow through on plans. Understands and anticipates business opportunities which vary based on deal lifecycle and artificial intelligence (AI) (e.g., upsell/cross-sell, expanding footprint, transformational). Proactively consults sales support to maximize pipeline conversion. Engages in account planning. Proactively identifies target opportunities and develops execution plan. Measures results against plans. Prioritizes execution appropriately. Leverages knowledge to secure upsells that aligns to proven value. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Develops working knowledge of industry and industry trends. Develops customer-centric offers with minimal guidance. Engages and aligns with the account team around the deal(s) that they are casting. Partners with account team members to determine how opportunities in the account plan may be most effectively monetized. Identifies and recommends the best contract structure to enable capitalization on opportunities. Demonstrates fundamental understanding of customer business needs and desired outcomes to achieve revenue goals using an ethical selling perspective. Utilizes knowledge of customer needs and desired outcomes to develop commercial proposals. Develops industry knowledge and understanding of competitive analysis to contribute to crafting commercial solutions. Participates in early engagement, planning and ideation process with limited supervision. Prepares account territory planning and actively seeks feedback on plan. Crafts close plan strategies. Understands the correct commercial channel and how to leverage it. Incorporates principles of ethical selling into tasks. Renews agreement and knows/adjusts language of renewal or negotiation. Works with customer/partner support/account teams during lifecycle management planning to ensure that value is delivered and that customer/partner priorities, strategies, and budget are clear so that they can structure deals that drive annuity and cloud growth. Demonstrates empathy with customers and partners. Grows share and adoption while simultaneously driving business value for customers. Seeks and uses knowledge about customer/partner priorities and industry challenges. Simplifies commercial strategies for customers and partners with general guidance. Engages with partners (e.g., licensing solution partner [LSP], cloud solution provider [CSP]) in effective ways to establish customer solutions for the benefit of all parties with general guidance. Optimizes for the right level of investment and customization. Contributes to orchestration across stakeholders with appropriate breadth and depth with little support from others. Crafts deals that will process (book). Reviews and includes any standard or custom amendments and documentation. Ensures needs of territory are well met with compelling proposals. Drives upsell and cross-sell. Handles objections and may negotiate contractual amendments within empowerment and escalates issues as appropriate. Participates in presentation of offers to clients. Understands which deals to prioritize. Aligns internal stakeholders on closing and monitors that the appropriate value has been sold and that the deployment plan has been considered. Develops comprehensive understanding of sales science and operational acumen (e.g., pipeline metrics, closed rates, competitive selling) to help establish a strategic sales execution cadence. Works with others to analyze multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team where appropriate. Leverages an understanding of upcoming business opportunities for their territory.

Responsibilities

The Commercial Executive will negotiate contracting and pricing, serve as a lead point for escalations, and develop creative deal strategies. They will also evaluate their book of business and seek out revenue growth opportunities through up-selling and cross-selling.