Commercial Sales Executive, German speaking

3 weeks ago

Dublin, Dublin City, Ireland Microsoft Full time
OverviewThe Commercial Executive (CE) is a Sales professional responsible for finalizing companywide agreements. The CE, an experienced deal maker, comprehends the customer's strategy, structures commercial agreements across various solution areas, and serves as the lead negotiator to close deals with customers. This position carries significant business influence by directly engaging in customer/partner projects, solving intricate business challenges, and collaborating with multiple stakeholders to deliver licensing solutions tailored to customer needs. As a CE, you will oversee deals from consultation and design to negotiation, closure, processing, and invoicing. Your focus will be on driving revenue growth opportunities, particularly centered around Microsoft Copilot, Office365, Azure, Dynamics365, and other key Microsoft solutions.QualificationsRequired/Minimum Qualifications
  • Customer-facing sales and negotiation background OR a degree in business management, Information Technology, Law, Marketing (or related field) AND sales/negotiation experience or equivalent work/internship experience OR relevant experience.
Preferred/Additional:
  • A solid grasp of Microsoft's Volume Licensing Programs, encompassing traditional programs like Enterprise Agreement (EA), Microsoft Products and Services Agreement (MPSA), and the shift to the New Commerce Experience.
  • Familiarity with the Cloud Solution provider channel and the ability to navigate Licensing Agreements intricacies.
  • Understanding of Microsoft Solutions for the Modern Workplace and ideally for Business Applications and Azure. This involves knowing how to enable a Modern Workplace with Microsoft 365 Solutions, create secure and scalable web front ends, and leverage Azure services.
  • Fluency in German and English is mandatory.
Responsibilities
  • Collaborates with diverse stakeholders to meet revenue goals, utilizing key resources (e.g., business desks, sales support, partners, finance) to drive outcomes.
  • Advises on commercial licensing adjustments in line with customer needs. Demonstrates accountability in resolving cross-functional issues.
  • Engages in feedback loops to optimize contractual commercial strategies, contributing to a unified approach. Fosters cohesive cross-segment and cross-group collaboration, sharing knowledge, aiding onboarding, and seeking support as needed.
  • Applies ethical sales practices to achieve revenue targets, providing input on pricing scenarios, proposals, and industry trends. Acts as a trusted consultant, ensuring optimal monetization of commercial solutions.
  • Participates early in planning, ideation, and account territory strategies.
  • Guides internal teams throughout sales processes, streamlining investment and customization while handling tasks comprehensively. Structures deals, including necessary revisions and documentation. Effectively utilizes internal resources to address customer inquiries, finalize legal revisions.
  • Manages objections and negotiates revisions within defined parameters. Develops comprehensive deal strategies, involving stakeholders for seamless execution and alignment with value delivery and deployment plans.
  • Identifies and capitalizes on opportunities across the deal lifecycle and AI integration. Utilizes a consultative approach, aligning with Microsoft strategies to seize new prospects.
  • Champions multiple equivalent offers (MEOs) to drive alignment and intended results, strategically overseeing offers. Demonstrates proficiency in understanding product monetization and deal constraints.
  • Equips team members with insights into Microsoft/customer business strategies, enhancing clarity and consistent follow-through.
  • Cultivates challenger relationships with customers/partners, comprehending their priorities and strategies, structuring deals that deliver value and contribute to Microsoft's growth by meeting revenue, share, or consumption targets.
  • Translates requirements into proposals, identifies and recommends solutions for internal stakeholders to address customer/partner issues. Simplifies commercial strategies for customers and partners, coordinating the right resources to resolve partner concerns within deals.

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