Business Development Manager
hace 4 días
The Commercial Executive role at Microsoft is a sales position that works closely with the Accounts Team as a Specialist resource to translate customer software requirements into licensing solutions.
This involves acting as the chief negotiator on the team, leading the commercial strategy with customers to bring solutions that help maximize investments in Microsoft technology. Success in this role includes growing the licensing annuity business, closing deals within guidance, and increasing customer satisfaction.
Key performance indicators for success include meeting or exceeding sales objectives such as revenue, on-time agreement renewals, and up-sell/cross-sell. Efficiency and effectiveness in the contracting process are also crucial, as well as mastering operational complexities required to execute and invoice deals.
ResponsibilitiesDeep Proactive Engagement:
- Collaborate with various sellers and business stakeholders to achieve revenue targets.
- Leverage critical resources (e.g., business desk, sales support, partners, finance) to drive business outcomes.
- Orchestrate high levels of strategic conversations internally or externally.
- Proactively engage with others to align commercial strategy to customer needs.
- Serve as a trusted business partner and advisor to partners to ensure that solutions are aligned to customer commercial strategic needs.
- Act as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs.
- Drive accountability in resolving cross-functional issues to a successful conclusion.
- Engage in a feedback loop to corporate to improve/simplify contractual commercial to meet business needs or market opportunities.
- Contribute to overall success by driving strong team collaboration, cross-segment, and cross-group collaboration.
- Contribute to teams by sharing knowledge, supporting the onboarding of others in the same role, and proactively seeking help.
Customer Engagement:
- Leverage knowledge of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods.
- Contribute to developing pricing scenarios and proposals; and develop industry knowledge and conduct competitive analysis to contribute to crafting commercial solutions.
- Act as a trusted advisor both internally and with customers in the sales process.
- Ensure appropriate monetization of commercial solutions.
- Contribute to early engagement, planning, and ideation process.
- Contribute to account for territory planning appropriately.
- Craft close plan strategies.
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