Commercial Manager

Microsoft • Toronto, ON

9d

About The Position

The Commercial Sales Global team is responsible for envisioning new possibilities for customers, delivering solutions that result in targeted business outcomes, and driving revenue growth for Microsoft. This team provides strategic and technical deal-based engagement to drive New Commerce Azure Consumption Revenue (ACR), reduce time to consume, and ensure a seamless transition to the new commerce platform. The Commercial Manager is a senior leader responsible for hiring, coaching, and developing a team of Commercial Executives. These executives lead the design and execution of customer commercial strategies and negotiations, ensuring deals are compliant and profitable for Microsoft. The role involves leading a team of deal makers who develop creative commercial constructs and negotiate complex terms. The Commercial Manager coaches the team on developing and executing strategies and collaborates with Account Team Unit (ATU), Specialist Team Unit (STU), and Commerce Scale Unit (CSU) leaders to identify priority customers and sales plays to accelerate revenue and consumption. The role requires the ability to Model-Coach-Care for Commercial Executives on Microsoft's Digital Transformation story and engage with various sales leaders to achieve cross-functional goals. Microsoft's mission is to empower every person and organization to achieve more, fostering a culture of respect, integrity, and accountability with a growth mindset.

Requirements

• Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 10+ years sales and negotiation experience or related work or internship experience OR 13+ years sales and negotiation experience OR equivalent experience.
• 5+ years sales management or sales executive leadership experience.

Nice To Haves

• Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 13+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing Finance, Communication, Education (or equivalent) or related field AND 15+ years sales and negotiation experience or related work or internship experience OR 18+ years sales and negotiation experience OR equivalent experience.
• 5+ years second level management experience.
• 6+ years sales team management or sales executive leadership experience.
• 5+ years people management experience.

Responsibilities

• Hire, coach, and grow a team of results-oriented, creative thinking, and excellent orchestrators, strategic negotiators, and foster an inclusive culture based on a growth mindset and Microsoft Values.
• Achieve revenue and business growth for Microsoft and ensure compliance throughout the sales process.
• Understand customer needs, address objections, and tailor commercial solutions for long-term success.
• Lead a team of world-class deal makers who drive the development of creative commercial constructs and negotiate creative and complex commercial terms.
• Optimize the right level of investment and customization leveraging price and non-price concessions.
• Identify and maximize business opportunities with new offerings, like Copilot, and strategize to ensure successful deal execution.
• Collaborate with Sales and Finance stakeholders to define negotiation strategy and drive internal alignment regarding pricing, terms, and conditions.
• As Lead Negotiator, prepare compelling negotiation proposals, articulate value propositions, and address customer concerns effectively.
• Develop trusted relationships with key customer stakeholders, partners, Account Teams, and Specialist Teams to help customers achieve their business goals and Microsoft revenue targets.
• Collaborate with peers in other areas to achieve business continuity, balance workload if required, and share learnings.
• Demonstrate strong engagement with Subsidiary Leadership (Sales, Finance, HR, etc.) and Corp teams to further establish the Commercial Executive brand and influence resourcing.

Benefits

• Equal opportunity employer status
• Consideration for employment without regard to protected characteristics
• Assistance with religious accommodations and/or reasonable accommodation due to a disability during the application process

What This Job Offers

• Job Type: Full-time
• Career Level: Senior