Overview

We envision a world where passionate innovators work together to take sales to the next level, and to take their careers further than they could anywhere else. The Small, Medium Enterprises & Channel (SME&C) organization at Microsoft helps a broad, diverse base of customers and partners transform their businesses with cloud, AI, and business applications. SME&C works across all industries, at scale, and with partners at the heart of how we go to market. We focus on simplifying complex challenges, co-innovating with customers and partners, and leading with trust, empathy, and inclusive growth. Our mission is to improve customer experiences and speed up business outcomes through intelligent productivity, modern infrastructure, and AI-first capabilities. The Commercial Executive (CE) is a strategic, customer-facing role that leads commercial strategy and execution for a portfolio of SME&C customers in Benelux. As a trusted advisor, the CE designs and negotiates commercial solutions that are compliant and profitable, and that meet both customer needs and Microsoft's business goals. The CE leads deal-making, decides the right level of customization through price and non-price concessions, and defines negotiation strategies. The role also involves building trusted relationships with customers, partners, and internal teams. The CE manages a high volume of renewals, midterm opportunities, and new deals across a diverse portfolio. Microsoft's mission is to empower every person and every organization on the planet to achieve more, and we're dedicated to this mission across every aspect of our company. Our culture is built on a growth mindset, and we encourage teams and leaders to bring their best contributions every day. Join us and help shape the future of the world. In line with our Microsoft values, we are committed to building an inclusive work environment where every employee can have a positive impact on our culture every day.

Responsibilities

The Commercial Executive is responsible for the following:

Deal making

• Lead internal and external sales teams, partners, and management through the commercial construct, finding the right balance of investment and customization. Use price and non-price concessions to optimize the deal.

• Identify business opportunities across the deal lifecycle, including AI opportunities, and take the steps needed to execute deals successfully.

• Create and manage commercial plans for priority accounts, and contribute to account plans. Map out how to make the most of qualified opportunities across the portfolio, from high-volume, standard transactions to more complex commercial deals.

• Analyze each customer's commercial history across the portfolio, including discounts, concessions, and consumption. Anticipate upcoming renewals and midterm opportunities, and confirm them proactively.

• Use scalable, repeatable commercial approaches to cover a large customer base efficiently, without losing quality or compliance.

Negotiation

• Define and negotiate complex commercial terms and zlead the negotiation strategy by engaging the right stakeholders.

• Work with leaders, the account team, partners, and deal managers to negotiate complex commercial terms. Understand stakeholder priorities and use formal negotiation strategies, including:

  • Anticipating potential vulnerabilities
  • Understanding how the customer measures value, so you can shape solutions that meet those needs
  • Defining walk-away positions

• Advise leaders on how often the negotiation team should plan and report to stakeholders. Carry out the negotiation strategy with senior stakeholders, both internal and external, and take accountability for the outcomes.

Collaboration

• Build trusted relationships with key customer stakeholders, partners, and account teams, to help customers reach their business goals and help Microsoft meet its revenue targets.

• Work closely with partners to align commercial strategies and deliver a consistent customer experience.

• Bring an in-depth, strategic understanding of Microsoft licensing programs and contracting, including partner-led and direct purchasing models.

Qualifications

Required/minimum qualifications

• Bachelor's degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education, or a related field, AND relevant sales and negotiation experience or related work or internship experience

• OR extensive sales and negotiation experience

• OR equivalent experience

• Fluency in English and Dutch

Additional or preferred qualifications

• Master's degree in Business Management, Information Technology, Law, Marketing, or a related field, AND related sales and negotiation experience or related work

• OR Bachelor's degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education, or a related field, AND extensive sales and negotiation experience or related work or internship experience

• OR significant sales and negotiation experience

• OR equivalent experience

• Experience managing a high-volume, diverse customer portfolio

• Experience working with or through channel partners

The typical base pay range for this role across Ireland is € 71,000.00 - € 104,200.00 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/ireland-corporate-pay.html Commercial Sales IC4 - The typical base pay range for this role across Spain is € 60,000.00 - € 92,100.00 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/spain-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.