Commercial Executive - Healthcare & Life Sciences
Delaware, USA
EUR 67,700-97,800 / year
The Commercial Sales Clinical Applications (HLS) Team focusses on empowering customers on their digital journey. We are responsible for envisioning new possibilities for our customers, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft. The Commercial Sales Global Team is a customer-facing team and provides strategic and technical deal-based engagement to drive New Commerce Azure Consumption Revenue (ACR), reduce time to consume, and deliver a seamless transition to the new commerce platform.
As a Commercial Executive, you are a trusted advisor who leads the design and execution of the customer's commercial strategy and negotiation, selling the right commercial solution at the right time and ensuring every deal is compliant and profitable for Microsoft. You are responsible for revenue generation and growth, deal making, and, as the lead negotiator, for the negotiation strategy as you develop trusted relationships with key stakeholders and peers. With a positive attitude and a passion for working with customers and partners, you are comfortable speaking at all organizational levels, from leaders to procurement and purchasing teams. As a strategic, long-term thinker, you analyze data to identify trends, risks, and opportunities and make choices for the customer based on their commercial needs.
This opportunity will allow you to sharpen your commercial deal-making and negotiation skills, deepen your understanding of Microsoft's licensing and cloud commercial models, and grow your impact on revenue, customer success, and cloud adoption.
Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
Partner with sellers to drive revenue outcomes, providing clear commercial guidance and contributing to deal orchestration across stakeholders, including Corporate, External and Legal Affairs (CELA), operations, and finance.
Engage proactively with customer, partner, support, and account teams during lifecycle management planning to make priorities, strategies, and budgets clear and structure deals that drive annuity and cloud growth.
Apply a solid understanding of customer business needs, ethical selling principles, and desired outcomes to develop pricing scenarios, commercial deal proposals, and close-plan strategies that achieve revenue goals.
Understand and anticipate business opportunities that vary across the deal lifecycle and AI-enabled customer solutions (for example, upsell, cross-sell, footprint expansion, and transformational deals), and work with account teams to identify growth opportunities and the contract structure to capitalize on them.
Optimize the level of investment and customization to balance customer value and Microsoft priorities, handle objections, negotiate contractual amendments within empowerment, and escalate issues as appropriate to ensure deals process cleanly.
Develop commercial plans for assigned accounts by leveraging AI to map commercial history and opportunities, and support analysis of deals for risks related to contract growth, partner channel, profitability, legal issues, and contracting, escalating as needed.
Ensure adherence to volume licensing and commercial solutions policy for compliant deal execution, inclusive of regulatory laws and principles in local markets, company policies (for example, anti-corruption), and security classification standards, partnering with Deal Execution Compliance (DEC) and audit teams and raising compliance issues through available channels.
Collaborate with the account team when defining and executing negotiation strategy, including developing solution positions, raising potential vulnerabilities, defining walk-away positions, and engaging stakeholders internally and externally.
Qualifications
Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND several years of sales and negotiation experience, or related work or internship experience.
OR several years of sales and negotiation experience.
OR equivalent experience.
- Experience working with public procurement processes in Germany.
- Business fluency in German and English.
Preferred Qualifications
Several years of sales and negotiation experience.
OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND several years of sales and negotiation experience, or related work or internship experience.
OR Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND several years of sales and negotiation experience, or related work.
OR equivalent experience.
- Experience managing complex commercial negotiations and stakeholder environments.
- Ability to influence and collaborate with internal and external stakeholders.
- Business fluency in French is a plus.
In line with our Flexible Work approach, for roles at Microsoft Germany, we recommend spending at least two days per week in the office or at the customer site.
Commercial Sales IC3 - The typical base pay range for this role across Germany is € 67,700.00 - € 97,800.00 per year. Certain roles may be eligible for benefits and other compensation.
Find additional benefits and pay information here:
https://careers.microsoft.com/v2/global/en/corporate-pay/germany-corporate-pay.html
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.