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Commercial Sales M5

2 weeks ago

Singapore Microsoft Full time

The Commercial Manager is a senior 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 profitable for Microsoft.

You are entrusted to lead a team of World Class Deal makers who drive the development of creative commercial constructs and negotiate creative and complex commercial terms. As Commercial Manager you coach the extended team on developing and executing courageous and constructive strategies. As the team lead, you are expected to proactively and strategically plan and execute with the Sales team, Solution Specialist Team, Customer Success Unit leaders to identify priority customers and sales plays to accelerate revenue and consumption.

**Responsibilities**:
Responsibility
- Hire, coach and grow a team of results orientated, creative thinking and excellent orchestrators, strategic negotiators.
- Oversee win/win-compliant deal making processes to ensure that they occur while commercial solutions are created.
- Lead and coach Commercial Executives how to proactively engage with customers’ CxOs to align commercial strategy to customer needs and delivering great customer experience.
- Reduce non sales time and act as an excellent roadblock remover and resource orchestrator.
- Demonstrate strong engagement with Subsidiary Leadership (Sales, Finance, HR, BSO, etc.) and Corp teams to further establish Commercial Executive brand and influence resourcing.
- Lead by example and coach the Commercial Executives to demonstrate strong leadership and engagement with all stakeholders i.e. Account team, Solution specialist team, Partner team, Deal Desk, legal team, Operations.
- Coaches teams to design deals that enable the company to accelerate the business. Coaches teams around account planning guidance to maximize revenue. Handles deal escalation strategies and tactics. Leads annual planning which includes budget planning, territory planning, and portfolio planning with multiple stakeholders

**Qualifications**:
Qualification
- 15+ years of related experience: Sales leadership roles, managing high performance sales teams, coaching sales and negotiation strategies, leadership roles in multi-tiered global organizations, selling and delivering complex solutions to customers.
- Talent attractor and developer: proven history attracting and developing new leaders.
- Proven track record and experience leading organizational transformations while delivering on results on short-term, mid-term, long-term.
- Strong leadership & interpersonal skills, coaching skills, cross-group collaboration and proven ability to influence across organizational boundaries.
- In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.
- Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 10+ years of sales and negotiation experience or related work