Senior Commercial Executive (Enterprise)

The Commercial Executive at Microsoft leads the design and execution of customer commercial strategies and negotiations, ensuring compliant and profitable deals. Microsoft is focused on empowering individuals and organizations globally through innovation and a growth mindset.

Required/Minimum Qualifications:

• Master's Degree in Business Management, Information Technology, Marketing (or equivalent) with extensive sales and negotiation experience.
• OR Bachelor's Degree in related field with extensive sales and negotiation or internship experience.
• OR extensive years of sales and negotiation experience.
• Fluency or business level English and Polish language skills.

Additional or Preferred Qualifications:

• Knowledge of Microsoft Volume Licensing Programs.
• Additional advantage: Hungarian and/or Russian language skills.

Deal Making:

• Lead internal and external sales and management teams through commercial constructs optimizing investment and customization.
• Optimize deal customization leveraging price and non-price concessions.
• Identify business opportunities varying by deal life-cycle and artificial intelligence (AI).
• Ensure successful deal execution.

Negotiation:

• Define and negotiate complex commercial terms.
• Lead negotiation strategy by engaging with stakeholders for key deals.

Collaboration:

• Develop trusted relationships with key customer stakeholders, partners, and Account Teams to help customers achieve business goals and Microsoft revenue targets.

Deep Proactive Engagement:

• Support subsidiary sales teams on commercial licensing and contracting changes to meet customer needs.
• Share knowledge and support onboarding of others in the role.
• Collaborate with sellers and business stakeholders to achieve revenue targets.
• Leverage resources such as business desk, sales support, partners, and finance to drive outcomes.
• Orchestrate strategic conversations internally and externally.
• Align commercial strategy to customer needs.
• Use knowledge of customer business needs and Microsoft licensing policies to achieve revenue goals ethically.
• Develop pricing scenarios and proposals.
• Develop industry knowledge and conduct competitive analysis.
• Lead sales teams through sales processes optimizing investment and customization.
• Help team members understand Microsoft/customer business strategies and ensure follow-through on plans.

Mastering Key Skill:

• Ensure adherence to commercial solutions policy, regulatory laws, company policies, and guidance.
• Coach sales teams to ensure compliance.
• Maintain adherence to established guidelines, policies, and legal standards.
• Work with secondary deal review and audit teams.
• Analyze deals for risks, profitability, legal issues, and contracting.
• Assess and escalate risk as needed.
• Coach others on risk assessment and escalation.
• Define and negotiate complex commercial terms in collaboration with account teams.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration 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.