Commercial Executive

Overview

The Commercial Executive serves as a trusted consultant to enterprise customers in Australia and New Zealand, responsible for crafting and driving complex commercial strategies tied to extensive multi-year agreements. This role involves close collaboration with Account Teams, clients, and internal stakeholders to ensure all commercial solutions meet compliance standards, remain profitable, and align with customers' business goals while managing the unique regulatory, procurement, and market conditions in the ANZ region.

Key Responsibilities

• Develop and negotiate deals by thoroughly understanding customer business objectives to hit revenue targets through ethical sales techniques.
• Create, analyze, and present diverse pricing options and commercial plans tailored to maximize investment returns and customization.
• Guide internal sales and management teams through intricate commercial arrangements and optimize deal structures via pricing and non-price factors.
• Formulate detailed closing strategies synchronized with client buying behaviors, contract renewals, and negotiation timelines.
• Lead negotiation tactics for complex commercial terms involving licensing, contracts, and renewals, engaging senior customer executives and procurement teams effectively.
• Build and nurture trusted relationships with key clients and partners, acting as a commercial advisor to support both customer successes and Microsoft’s revenue objectives.
• Ensure all transactions comply with Microsoft’s policies and approval procedures, collaborating with legal, finance, and deal desk teams for accurate and properly authorized contract documentation.

Qualifications and Experience

• Over five years of demonstrated success in negotiation and commercial strategy roles.
• Strategic mindset paired with disciplined execution capabilities.
• Strong customer empathy and confidence when interacting with executives.
• Capability to balance customer value creation, revenue increase, and risk mitigation.
• A Bachelor’s Degree in Business Management, IT, Law, Marketing, Finance, Communication, Education, or related area with at least five years’ sales and negotiation experience, or alternatively seven years of relevant professional experience.
• Proven background managing complex enterprise deals, commercial negotiations, and pricing strategies.
• In-depth knowledge of enterprise licensing, contracts, and commercial frameworks.
• Adaptability to ambiguous scenarios and sophisticated negotiation environments.
• Effective communication skills with all organizational tiers, including C-level executives and procurement teams.
• Demonstrated ability to work cross-functionally with sales, legal, finance, and operations functions.
• Excellent business judgment with a compliance-oriented approach.
• Eligibility to support New Zealand Government customers, requiring potential government security clearance (New Zealand citizenship or permanent residency may be mandatory). Employment contingent on fulfilling clearance standards.

Additional Information

This vacancy will remain open for a minimum of five days with ongoing applications accepted until the position is filled.

Microsoft embraces equal opportunity principles and provides employment consideration irrespective of any legally protected characteristics. Applicants requiring accommodations during recruiting processes due to religious practices or disabilities can request support accordingly.