The role aims to lead the development of commercial constructs to drive cloud revenue growth and maximize ACR, having a holistic approach to customers, which would contribute to naturally embed midterm/continuous selling in our sales cycles, while increasing the capability to negotiate creative and complex commercial terms.
**Responsibilities**:
Deep Proactive Engagement
- Partners with various sellers in order to achieve revenue targets with general guidance. Collaborates with business stakeholders (e.g., Corporate, External, and Legal Affairs (CELA), operations, finance) and across teams. Applies knowledge of critical resources (e.g., deal desk, sales support, partners) and leverages them to drive business outcomes. Provides advice to peers and manager on how to adjust commercial licensing approach to meet customer needs. Ensures others are aware of their roles in orchestration. Contributes to overall success by driving strong team collaboration, cross segment and cross group collaboration. Educates peers and teams by sharing knowledge, supporting the onboarding of others in the same role, and proactively seeking help.
- Demonstrates fundamental understanding of customer business needs and desired outcomes to achieve revenue goals using an ethical selling perspective. Utilizes knowledge of customer needs and desired outcomes to develop commercial proposals. Develops industry knowledge and understanding of competitive analysis to contribute to crafting commercial solutions. Participates in early engagement, planning and ideation process with limited supervision. Prepares account territory planning and actively seeks feedback on plan. Crafts close plan strategies. Understands the correct commercial channel and how to leverage it. Leverages Microsoft financing knowledge if applicable to advance commercial outcomes. Incorporates principles of ethical selling into tasks. Renews agreement and knows/adjusts language of renewal or negotiation.
- Optimizes for the right level of investment and customization. Contributes to orchestration across stakeholders with appropriate breadth and depth with little support from others. Crafts deals that will process (book). Reviews and includes
any standard or custom amendments and documentation. Articulates Microsoft contractual documentation. Ensures needs of territory are well met with compelling proposals. Drives upsell and cross-sell. Handles objections and may negotiate contractual amendments within empowerment and escalates issues as appropriate. Participates in presentation of offers to clients. Understands which deals to prioritize. Aligns internal stakeholders on closing and monitors that the appropriate value has been sold and that the deployment plan has been considered. Develops comprehensive understanding of sales science and operational acumen (e.g., pipeline metrics, closed rates, competitive selling) to help establish a strategic sales execution cadence. Works with others to analyze multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team where appropriate. Leverages an understanding of upcoming business opportunities for their territory.
- Understands and anticipates business opportunities which vary based on deal lifecycle and artificial intelligence (AI) (e.g., upsell/cross-sell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft commercial strategies to influence the likelihood of winning new opportunities that grow the Microsoft annuity footprint. Proactively consults sales support to maximize pipeline conversion. Engages in account planning. Proactively identifies target opportunities and develops execution plan. Measures results against plans. Prioritizes execution appropriately. Leverages knowledge to secure upsells that aligns to proven value. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Develops working knowledge of industry and industry trends. Develops customer-centric offers with mínimal guidance. Engages and aligns with the account team around the deal(s) that they are casting. Partners with account team members to determine how opportunities in the account plan may be most effectively monetized. Identifies and recommends the best contract structure to enable capitalization on opportunities.
- Understands best practices and strategies and requires mínimal support from more experienced team members. Develops an understanding of product strategy per solution area. Contributes to analyses competitive positioning and use cases. Actively develops their knowledge of industry, competition, and Microsoft offerings. Seeks out and applies feedback to align pricing and offer strategy to meet customer needs. Identifies potential commercial strategies to meet customer needs. Provides input to inform alternatives and r
