Commercial Sales at Microsoft

, , Australia -

Full Time

Start Date

Immediate

Expiry Date

02 Mar, 26

Salary

0.0

Posted On

02 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales, Negotiation, Collaboration, Account Planning, Risk Analysis, Commercial Strategy, Customer Engagement, Product Strategy, Compliance, Teamwork, Communication, Problem Solving, Market Analysis, Stakeholder Management, Upselling, Cross-Selling

Industry

Software Development

Description

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. -Assists in analyzing deals for risks related to contract growth, partner channel risk, profitability (supported by deal desk as needed), legal issues, and contracting. Identifies and escalates risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Learns when to take risks (e.g., market making deal). -Works in collaboration with the account team when negotiating commercial terms. Develops an understands stakeholders. Supports negotiation strategy (e.g., solution development, raises potential vulnerabilities, helps define walk-away positions). Identifies and raises potential vulnerabilities. Leverages knowledge of negotiation skills, strategies, and tactics daily. Supports development of the negotiation approach by engaging with senior stakeholders internally and externally. Works to ensure that stakeholders are accountable for negotiation outcome(s). -Ensures adherence to volume licensing, commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making. Ensures sales and negotiation strategies 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 raises compliance issues as needed to legal personnel, likely through manager. Helps to ensure that win/win-compliant deal making occurs while creating commercial solutions. -Creates commercial plan for the assigned sales accounts by mapping out how to maximize qualified medium in size/scope or low complexity commercial opportunity for the account with some support from more experienced colleagues. Develops and leverages an understanding of customer commercial history, inclusive of discounts, concessions, and consumptions for account. Identifies and anticipates upcoming renewals as appropriate. 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. 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. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. *

Responsibilities

The role involves deep proactive engagement with various sellers to achieve revenue targets and collaborating with business stakeholders across teams. The candidate will analyze deals for risks, support negotiation strategies, and ensure adherence to commercial solutions policy.