The Commercial Executive (CE) is a sales professional responsible for closing Volume Licensing (VL) deals and ensuring they are processed. You will manage the pricing of VL deals and continually seek out revenue growth opportunities through upselling and cross-selling. You will collaborate with the wider sales teams, both internally and externally to Microsoft, to achieve targets.
You will be measured on sales goals as well as execution metrics that ensure on-time and quality deals. You will provide expert advice and consultation to the sales office regarding licensing solutions for customers in complex scenarios. You will act as the escalation point for any requirements to discount deals or adjust customer contract terms and conditions, holding specific discount and customer contract concession approval authority to close volume licensing deals. You will create strategic plans for the sales office that maximize the monetization of VL. You must demonstrate an insatiable appetite to continuously learn and energize the company's mission to empower every person and organization on this planet to achieve more. Ensure the Volume Licensing solution meets customer needs by creating and proposing Volume Licensing solutions to Microsoft's Corporate customers. Act as a Volume Licensing Consultant for the sales office to find the optimal licensing solution.
Responsibilities
Agree on the best commercial Volume Licensing deal through definition and negotiation of the commercial terms in collaboration with the Account Team.
Manage any discounting or changes to Volume Licensing customer contractual terms using your own approval authority or working with other approvers as needed.
Work with various sellers, both internally and externally to Microsoft, such as channel partners and Microsoft account teams, to achieve revenue targets.
Manage key stakeholders to meet critical deadlines.
Lead internal sales and management teams through the sales process, optimizing for the right level of investment and customization.
Engage early in Digital Transformation initiatives by leading customers through the procurement process.
Ensure timely Volume Licensing revenue by overseeing deals from negotiation to processing and invoicing.
Create and manage a licensing plan for the assigned sales accounts, mapping out how to maximize the commercial Volume Licensing opportunity for the account.
Consult with the Business Desk to create appropriate exceptional licensing solutions for exceptions beyond Field Empowerment.
Contribute to the Commercial Executives community by sharing best practices and insights on sales execution.
Qualifications
Required Qualifications
Fluency in Spanish and English is required.
Previous sales/business development and negotiation experience with senior/executive stakeholders.
In-depth and strategic understanding of Microsoft licensing programs.
Additional or Preferred Qualifications
Degree in Business, Management, IT, Commercial Sales, or equivalent experience.
Sales and partner management experience.
Sales processes and methodologies training as per industry standards.
Language Requirement: Fluent English and Spanish is essential.
Location: This position is based in Barcelona, Spain OR Dublin, Ireland.
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.
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