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The Commercial Executive (CE) is a Sales professional responsible to close companywide agreements. The CE is an experienced deal maker who is able to understand the customer's strategy, build commercial constructs across different solution areas and act as a lead negotiator to land the deal with the customer. This role has significant business impact through direct involvement in customer/partner projects and solving complex business problems while partnering with various stakeholders in delivering licensing solutions focused on the needs of customers. As a CE you will drive deals all the way from deal consulting and design to commercial negotiation, closing, processing, and billing. You will continually seek out revenue growth opportunities with primary focus on Microsoft Copilot, Office365, Azure, Dynamics365 and other key Microsoft solutions.

Responsibilities

• Collaborates with diverse stakeholders to achieve revenue targets, leveraging key resources (e.g., business desks, sales support, partners, finance) to drive outcomes. Facilitates strategic discussions internally and externally. Proactively aligns commercial strategy with customer needs, acting as a trusted business partner to ensure solutions match their strategic goals. Advises on commercial licensing adjustments aligned with customer requirements. Demonstrates accountability in resolving cross-functional issues.

• Engages in feedback loops to enhance contractual commercial strategies , contributing to a unified approach. Cultivates cohesive cross-segment and cross-group collaboration, imparting knowledge, assisting onboarding, and seeking assistance when needed.

• Applies ethical selling practices to achieve revenue goals, contributing to pricing scenarios, proposals, and industry insight. Serves as a trusted advisor, ensuring optimal monetization of commercial solutions. Engages early in planning, ideation, and account territory strategies. Develops comprehensive close plan strategies, aligning language for renewal or negotiation to customer comprehension.

• Guides internal teams through sales processes , optimizing investment and customization while managing tasks comprehensively. Constructs deals, including necessary amendments and documentation. Utilizes internal resources effectively for addressing customer queries, finalizing legal amendments.

• Handles objections and negotiates amendments within defined empowerment . Develops overarching deal strategies, engaging stakeholders for seamless execution and ensuring alignment with value delivery and deployment plans. Utilizes sales science for strategic execution, analyzing data for informed decisions. Forecasts upcoming business opportunities.

• Identifies and seizes opportunities throughout the deal lifecycle and AI integration. Leverages a consultative approach, aligning with Microsoft strategies to capitalize on new prospects. Maximizes pipeline conversion through close collaboration with account teams, prioritizing execution and upsells aligned with proven value.

• Champions multiple equivalent offers (MEOs) to foster alignment and desired outcomes, overseeing offers strategically. Demonstrates proficiency in understanding product monetization and deal limitations. Collaborates alongside account team members to effectively monetize opportunities outlined in account plans, developing optimal contract structures to capitalize on identified prospects.

• Applies best practices and strategies proficiently , recognizing product strategy per solution area and analyzing competitive positioning. Provides feedback to align pricing and offer strategies, offering alternatives and recommendations both internally and externally. Demonstrates agility in regional business strategy alignment, reinforcing understanding of local subsidiary goals.

• Empowers team members with understanding of Microsoft/customer business strategies , promoting clarity and consistent follow-through. Ensures customer/partner support/account teams deliver value during lifecycle management, aligning with customer/partner priorities, strategies, and budget for impactful deal structuring that fosters annuity and cloud growth.

• Builds challenger relationships with customers/partners , understanding their priorities and strategies, structuring deals that drive value and contribute to Microsoft's growth through quota achievement based on revenue, shares, or consumption. Balances customer/partner and Microsoft needs in crafting value-based solutions, advocating for customer and partner requirements in proposals.

• Translates requirements into proposals, identifies and recommends solutions for internal stakeholders to resolve customer/partner issues. Simplifies commercial strategies for customers and partners, orchestrating the right resources to address partner issues within deals.

Qualifications

Qualification

Required/Minimum Qualifications

• Sales and negotiation experience 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 equivalent experience.

• Fluent German and English are required .

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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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .