Commercial Executive Manager

The commercial sales teams empowers customers to continue on their digital journey with Microsoft.  Commercial leaders assure deal making with the customer at the centre.  We leverage modern commercial programs with the alignment of a strong specialist, and partner presales ecosystem to assure customer have contractual value and consumption is prioritised during the sale.  We understand commercial programs, exceptions, and negotiation.  We enable deal strategy that meets the needs of customers and business stakeholders, aiming to achieve customer centricity, partner engagement and revenue targets. 

The Commercial Executive Manager is a leader who plays a critical role hiring, coaching and developing a team of Commercial Executives, who lead the design and execution of the customer’s commercial strategy and negotiation, selling the right commercial solution at the right time and ensuring every deal is compliant and has growth. You lead a team of World Class Deal makers who land the company commercial program strategy and drive the development of creative commercial constructs and negotiate creative and complex commercial terms. As the Commercial Manager you coach the extended team on developing and executing courageous and constructive strategies. You are expected to proactively and strategically plan and execute with the territory and specialist sellers and the partner team and to identify priority customers and sales plays to accelerate revenue, consumption and share at scale. You must have the ability to Model-Coach-Care for the Commercial Executives on our Digital Transformation story and engage with other sales leaders to achieve cross functional goals. 

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. 

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Key requirements

• High integrity
• Effective communication, cross-group collaboration and project management skills
• People management success
• Analytical and business judgment skills
• Ability to work comfortably with ambiguity (courage and conviction)
• Comfort engaging across all levels (Microsoft executives to individual contributors)

Required/Minimum Qualifications

• 12+ years sales and negotiation experience required
• OR Bachelor's Degree  or related field AND 9+ years sales and negotiation experience or related work or internship experience
• OR Master's Degree AND 7+ years sales and negotiation experience or related work
• OR equivalent experience.
• Language fluency both in Japanese and English (English resume required)
• Sales management or sales executive leadership experience would be plus 

#SMCJP

• You will hire, coach and grow a team of results orientated, creative thinking and excellent orchestrators, strategic negotiators and foster inclusive culture based on growth mindset and live the Microsoft Values) to advance our cultural transformation as well as model an attitude of creative and collaborative thinking, thinking outside the box, challenging the established order. 

• You will assure alignment with the SMC strategy to accelerate the growth of customers through partner commercial programs, direct programs and web programs as appropriate. 

• You will achieve revenue and business growth for Microsoft, be a principal guide for the renewals process and ensure compliance throughout the sales process and understand the customer’s needs as you address objections and tailor commercial solutions to ensure long-term success.   

• You will lead a team of World Class Deal makers who drive the development of creative commercial contracts and negotiate creative and complex commercial terms 

• You will optimize right level of investment and customization leveraging price and non-price concessions and identify and maximize business opportunities with new offerings, like Copilot as you strategize and take relevant steps to make sure deal execution is successful.  

• You will assure partner and internal alignment to  assure value in our offers and assure consumption of commercial offerings is a primary consideration. 

• As Lead Negotiator, you will prepare compelling negotiation proposals, articulate value proposition, address customer concerns effectively.  

• You will develop trusted relationships with key customer stakeholders, partners, Account Team, Specialist Teams to help our customers deliver their business goals and achieve Microsoft revenue targets and collaborate with your peers in other areas to achieve business continuity, balance workload if required and share learnings and demonstrate strong engagement with Small Medium and Corporate Leadership (Sales, Finance, HR, etc.) and Corp teams to further establish Commercial Executive brand and influence resourcing