Commercial Sales

7 months ago

Dubai, United Arab Emirates Microsoft Full time

Microsoft’s customers and partners continue to transition from existing “on-premises” and “hosting” implementations to our cloud solutions we are looking to recruit a strong Commercial deal seller to help lead our partners, account teams and customers adoption and strategy for the AI ERA While has been in market for a number of years the way that we sell, deliver AI value and compete continues to evolve.

The CE will be a strategic role that will serve as a critical enabler to our new sales and compete motions, Co-Pilot vision, annuity base and CPE of the Enterprise and Partner business. Within the team you are the SME for MW Co-pilot for large agreements, as well as for Hybrid Licensing solutions that facilitate the partner and customer journey to the cloud. You work to with customer and partners maximize revenue contribution, drive partner and customer satisfaction and help partners as they transform their business. You will be measured on sales goals as well as execution metrics that ensure on-time and quality deals. You will provide expert advice & consultation to the sales office in relation to licensing solutions for customers and partners in complex scenarios. You will be the escalation point for any requirements to adjust customer contract terms & conditions. You will hold specific contract concession approval authority in order to close licensing deals, and will work with Business Desk team for custom deals requiring Licensing Executive empowerment. You will have to demonstrate an insatiable appetite to continuously learn as well as energize the company’s mission on empowering every person and every organization on this planet to achieve more.

**Responsibilities**:

- You are responsible for helping to drive cloud initiatives and strategic deployment of licensing solutions. This includes key Volume Licensing programs, licensing tools, pricing policies, Field Empowerment, new licensing models and sales priorities required by the CE to properly perform their role and support the sales teams and partners.
- You will develop and evangelize best practices that pro-actively drive business, pricing, licensing standards and consistency while providing thought leadership and readiness to the regional CE Community.
- Assist Account Teams and Partners in developing and selling Azure licensing solutions - e.g. strong positioning of Azure, help develop accurate, relevant and complete financial analyses highlighting the benefit of Azure, provide guidance around specific Online contract language and assist in identifying Azure whitespace.
- Seek to understand the sales hurdles being encountered during Azure conversations - escalate as appropriate and assist in developing the needed innovations to smooth the sales cycle.
- Seek to understand our competitors cloud licensing strategies and help our account teams communicate the Microsoft benefits.
- Consult with the Business Desk to create appropriate exceptional licensing solutions for exceptions beyond Field Empowerment.

**Qualifications**:
**Experiences Required: Education, Key Experiences, Skills and Knowledge**:
**Key Experiences**:

- Seasoned sales and negotiation professional, unafraid of conflict.
- Positive attitude and a passion for working with customers and partners.
- Comfortable speaking at all organisational levels, from the CxO to the procurement/purchasing teams.
- Able to explain complex solutions; skilled at simplifying the complex.
- Strategic, long-term thinker able to analyse data to identify trends, risks and opportunities.
- Team player and collaborative - high performing individualists will not be successful.
- In-depth and strategic understanding of Microsoft licensing programs will be essential but not required at hiring

**Education, Skills and Knowledge**:

- BA required, MBA preferred.
- 5-7 years of sales and negotiation experience is desirable
- Field of Study: Business, Management, IT, Commercial Sales.
- Sales and partner management, sales processes and methodologies training as per Industry Standard.
- Microsoft Certified Professional(MCP) certifications: Designing and Providing Microsoft Volume Licensing Solutions to Large Organizations.

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