Microsoft Looking For Commercial Executive at Washington, DC Full Time

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources – including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during their career to meet evolving USG needs, regardless of segment – Civilian, Defense, or intelligence community.

The Commercial Executive (CE) is a sales professional who is responsible to close Volume Licensing (VL) deals and sees them through to processing. This role supports our US Federal Government by helping drive sales of our commercially available product and solutions to our Government Customers. You will manage the pricing of VL deals and will continually seek out revenue growth opportunities through upselling and cross selling. You will work with and through 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 & consultation to the sales office in relation to licensing solutions for customers in complex scenarios. You will be the escalation point for any requirements to discount deals or adjust customer contract terms & conditions. You will hold specific discount and customer contract concession approval authority to close volume licensing deals. You will create strategic plans for the sales office that maximizes the monetization of VL. You will have to demonstrate an insatiable appetite to continuously learn as well as energize the company’s mission on empowering every person and every organization on this planet to achieve more. Ensure the Volume Licensing solution meets customer needs by creating & proposing Volume Licensing solutions to Microsoft’s largest Enterprise customers. Act as a Volume Licensing Consultant for the sales office to find the optimal licensing solution.

Responsibilities

Responsibilities:
Agree on the best commercial Volume Licensing deal/Commercial program through definition & 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 through and with various sellers, both internally and externally to Microsoft such as channel partners, Microsoft account teams, other technical solution sellers in order to achieve revenue targets. Manage key stakeholders to meet critical deadlines.

Lead internal sales and management teams through sales process optimizing for the right level of investment and customization.

Early engagement and integration on Digital Transformation initiatives by leading customers through procurement processes.

Land on-time annuity revenue by overseeing the deals through the negotiation to processing & invoice.

Create and manage licensing plan for the assigned sales accounts. The plan maps out how to maximize the commercial annuity opportunity for the account.

Contribute to the Commercial Executive community by sharing best practices and insights on sales execution.

Sales and negotiation professional, highly collaborative.

Positive attitude and a passion for working with customers and partners.

Comfortable speaking at all organizational levels, from the CxO to the procurement/purchasing teams.

Able to explain complex solutions; skilled at simplifying the complicated.

Strategic, long-term thinker able to analyze data to identify trends, risks and opportunities.

Team player and collaborative – high performing individualists will not be successful.

Qualifications

Required Qualifications:
2+ years of sales or relevant experience in Business, Consulting, IT, Finance or Commercial Sales.

Bachelor’s degree, MBA preferred.

Preferred Qualifications:
Field of Study: Business, Management, IT, Commercial Sales.

Knowledge of Federal Government procurement, including the FAR, GSA, and other GWACs.

In-depth and strategic understanding of Microsoft licensing programs will be essential but not required at hiring.

US Ctizenship: The successful candidate must be a U.S. Citizen. Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.

Cloud Screening: Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.

Candidates selected for this position must comply with Federal Executive Order 14042 mandating that federal contractors and subcontractors receive the COVID-19 vaccine by being fully vaccinated before their date of hire, or work with Microsoft to receive an approved religious or medical accommodation.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.