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Microsoft is seeking a Commercial Executive (Education).
The Commercial Executive for Education will be responsible for the following:
Deal Making
Act as an Central and Eastern Europe expert to lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization, for Education customers. Optimize deal customization leveraging price and non-price concessions. Identify business opportunities which vary based on deal life-cycle and artificial intelligence (AI). Take relevant steps to make sure deal execution is successful.
Negotiation
Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders, for key Education deals in Central and Eastern Europe.
Collaboration
Develop trusted relationships with key customer stakeholders, partners, Account Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets.
Deep Proactive Engagement
Acts as a trusted adviser in Central and Eastern Europe to support subsidiary sales teams to determine how commercial licensing and contracting should be changed to best meet Education customer needs. Contributes to teams by sharing knowledge, supporting the on-boarding of others in the same role and pro-actively seeking help.
Collaborates with various sellers and business stakeholders in order to achieve revenue targets. Leverages critical resources (e.g., business desk, sales support, partners, finance) to drive business outcomes. Orchestrates high levels of strategic conversations internally or externally. Pro-actively engages with others to align commercial strategy to customer needs.
Leverages knowledge of customer business needs and Academic Licensing policies to achieve revenue goals using ethical selling methods. Contributes to developing pricing scenarios and proposals. Develops industry knowledge and conducts competitive analysis to contribute to crafting commercial solutions.
Leads internal sales and management teams through sales process optimizing for the right level of investment and customization.
Helps other team members understand Microsoft/customer business strategies and why they are important for accomplishing goals. Creates clarity in their work and encourages others to do the same. Ensures that their peers follow through on plans.
Mastering Key Skill
Ensures adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making. Coaches sales team to ensure compliance. Maintains and ensures others' sales and negotiation strategies adhere to established guidelines, policies and legal standards. Works with high-risk deal desk (HRDD) where applicable, audit teams.
Acts as an expert within Central and Eastern Europe for top deals and analyzes deals for risks, profitability (supported by Business Desk as needed), legal issues, and contracting. Assesses and escalates risk as needed. Coaches other sellers and Commercial Executives on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal).
Acts as an expert to define and negotiate complex commercial terms in collaboration with the account team and licensing executive (LE).
Qualifications
Sales and negotiation experience OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent).
Additional Or Preferred Qualifications
Knowledge of Microsoft Volume Licensing Programs dedicated to Academic institutions.
Experience in and/or knowledge of Education Industry.
Language speaking skills: fluent in English, additional advantage speaking other Central and Eastern Europe languages.
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