Commercial Executive - Education
Microsoft
Athens, Attica, Greece
πριν από 2 μέρες

The Commercial Executive for Education is a trusted adviser who leads 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 profitable for Microsoft.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Microsoft envisions a cloud-empowered world. A world of more possibility, more innovation, more openness and more sky’s-the-limit thinking.

A world where passionate innovators come to collaborate, envisioning what can be and taking their careers to places they simply couldn’t anywhere else.

Our mission is to empower every person and every organization on the planet to achieve more . This mission is ambitious and at the core of what our customers deeply care about.

At Microsoft we know this mission would be impossible without incredible, passionate and talented people. We want every employee to contribute their unique skills, discover their passions, and chart a course that makes a difference.

We are always learning. Insatiably curious. We lean into uncertainty, take risks and learn quickly from our mistakes. We build on each other’s ideas, because we are better together.

We take pride and live the Microsoft Values every day.

Join us and be one who empowers billions!

To learn more about Microsoft’s mission, please visit :

Responsibilities

The Commercial Executive for Education will be responsible for the following :

Deal Making

  • Act as an Central and Eastern Europe expert to lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization, for Education customers.
  • Optimize deal customization leveraging price and non-price concessions. Identify business opportunities which vary based on deal life-cycle and artificial intelligence (AI).

    Take relevant steps to make sure deal execution is successful.

    Negotiation

  • Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders, for key Education deals in Central and Eastern Europe.
  • Collaboration

  • Develop trusted relationships with key customer stakeholders, partners, Account Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets.
  • Deep Proactive Engagement

  • Acts as a trusted adviser in Central and Eastern Europe to support subsidiary sales teams to determine how commercial licensing and contracting should be changed to best meet Education customer needs.
  • Contributes to teams by sharing knowledge, supporting the on-boarding of others in the same role and pro-actively seeking help.

  • Collaborates with various sellers and business stakeholders in order to achieve revenue targets. Leverages critical resources business desk, sales support, partners, finance) to drive business outcomes.
  • Orchestrates high levels of strategic conversations internally or externally. Pro-actively engages with others to align commercial strategy to customer needs.

  • Leverages knowledge of customer business needs and Academic Licensing policies to achieve revenue goals using ethical selling methods.
  • Contributes to developing pricing scenarios and proposals. Develops industry knowledge and conducts competitive analysis to contribute to crafting commercial solutions.

  • Leads internal sales and management teams through sales process optimizing for the right level of investment and customization.
  • Helps other team members understand Microsoft / customer business strategies and why they are important for accomplishing goals.
  • Creates clarity in their work and encourages others to do the same. Ensures that their peers follow through on plans.

    Mastering Key Skill

  • Ensures adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making.
  • Coaches sales team to ensure compliance. Maintains and ensures others' sales and negotiation strategies adhere to established guidelines, policies and legal standards.

    Works with high-risk deal desk (HRDD) where applicable, audit teams.

  • Acts as an expert within Central and Eastern Europe for top deals and analyzes deals for risks, profitability (supported by Business Desk as needed), legal issues, and contracting.
  • Assesses and escalates risk as needed. Coaches other sellers and Commercial Executives on assessment and escalation of risk as needed.

    Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks market making deal).

  • Acts as an expert to define and negotiate complex commercial terms in collaboration with the account team and licensing executive (LE).
  • Qualifications

    Required / Minimum Qualifications

  • Sales and negotiation experience OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing (or equivalent).
  • Additional or Preferred Qualifications

  • Knowledge of Microsoft Volume Licensing Programs dedicated to Academic institutions.
  • Experience in and / or knowledge of Education Industry.
  • Language speaking skills : fluent in English, additional advantage speaking other Central and Eastern Europe languages.
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