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Overview The goal of the Ability Hiring Event is to build an inclusive hiring approach that recognizes and embraces the strengths of candidates with all disabilities. The World Health Organization defines disability to a…
Skills: Strategic Negotiation, Deal Making, Commercial Planning, Account Management, AI Transformation
São Paulo, São Paulo, Brazil · Hybrid
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São Paulo, São Paulo, Brazil • Hybrid
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Lead strategic negotiations and commercial deal-making to drive revenue growth and customer success within the Enterprise Commercial organization. Act as a trusted advisor to align customer needs with business goals, focusing on AI transformation and compliant contract execution.
Requires a Bachelor's degree in Business, IT, Law, or a related field with at least 3 to 5 years of experience in sales and negotiation. Proficiency in both written and conversational Brazilian Portuguese and English is mandatory.
The goal of the Ability Hiring Event is to build an inclusive hiring approach that recognizes and embraces the strengths of candidates with all disabilities. The World Health Organization defines disability to arise from the interaction between a person’s health condition or impairment and the multitude of influencing factors in their environment. Health conditions associated with disability can be but are not limited to: those that are visible or invisible; temporary or long term; static, episodic, or degenerating; painful or inconsequential. If you identify as a person with a disability, you are encouraged to apply for this program. Are you eligible for this program?
The Commercial Executive is a strategic negotiator within Microsoft's Enterprise Commercial organization, responsible for leading deal-making, negotiation, and collaboration activities to drive revenue growth and customer success.This role acts as a trusted advisor on commercial activities and contracting (EA and MCA-E), leading internal and external sales through commercial construct and deal value proposition, while optimizing the right level of investment and customization. The Commercial Executive plays a key role in supporting AI transformation across accounts, maximizing business opportunities with new offerings (such as Copilot), and ensuring compliant, on-time deal execution. As a trusted advisor, the CE crafts and negotiates commercial solutions that are both compliant and profitable, aligning customer needs with Microsoft's business goals.
O objetivo do "Ability Hiring Event" é construir uma abordagem de contratação inclusiva que reconheça e abrace as habilidades de candidatos e candidatas com todas as deficiências. A Organização Mundial da Saúde define deficiência como surgindo da interação entre a condição de saúde ou deficiência de uma pessoa e a multiplicidade de fatores influenciadores em seu ambiente. As condições de saúde associadas à deficiência podem ser, mas não se limitam a: aquelas que são visíveis ou invisíveis; temporárias ou de longo prazo; estáticas, episódicas ou degenerativas; dolorosas ou inconsequentes. Se você se identifica como uma pessoa com deficiência, é incentivado a se inscrever neste programa. Você é elegível para este programa?
O Executivo Comercial é um negociador estratégico dentro da organização de Enterprise Commercial da Microsoft, responsável por liderar atividades de negociação, estruturação de negócios e colaboração para impulsionar o crescimento de receita e o sucesso do cliente.Essa função atua como um consultor confiável em atividades comerciais e contratuais (EA e MCA-E), liderando iniciativas de vendas internas e externas por meio da definição de estruturas comerciais e propostas de valor, ao mesmo tempo em que otimiza o nível adequado de investimento e customização. O Commercial Executive desempenha um papel fundamental no suporte à transformação com IA nas contas, maximizando oportunidades de negócio com novas ofertas (como o Copilot) e garantindo a execução dos contratos de forma compliant e dentro dos prazos estabelecidos. Como conselheiro estratégico, o CE constrói e negocia soluções comerciais que sejam, ao mesmo tempo, lucrativas e em conformidade, alinhando as necessidades dos clientes com os objetivos de negócio da Microsoft.
Deal Making
Lead internal and external sales and management teams through commercial construct, optimizing for the right level of investment and customization.
Optimize deal customization leveraging price and non-price concessions.
Identify business opportunities that vary based on deal lifecycle and AI (Copilot and new offerings).
Create and manage the commercial plan / contribute to the account plan for strategic accounts, mapping how to maximize qualified medium-to-complex commercial opportunities.
Analyze customer commercial opportunity history, including discounts, concessions, and consumption across the territory.
Anticipate and verify upcoming renewals; lead renewal processes with account teams to maximize on-time revenue and recapture rate.
Construct compliant commercial solutions to maximize ACR and drive Cloud upsell; achieve 100% MACC renewal.Identify MCA-E opportunities during account planning; inform strategy, coach sellers, accelerate adoption, and address deal blockers.
Close eligible workloads and expiring EAs on MCA-E (Enterprise) and MCA-E/CSP (SME&C).
Adopt Deal Agent and adhere to Tranche Framework when launched; help drive 70% Unified attach rate for MACC customers.
Take all relevant steps to ensure deal execution is successful.
Negotiation
Define and negotiate complex commercial terms; lead the strategy for the negotiation approach by engaging with stakeholders.
Partner with leaders when negotiating complex commercial terms, in collaboration with the account team and deal manager.
Understand stakeholders and priorities; leverage formal negotiation strategies, anticipate potential vulnerabilities, understand customer measurement of value, and define walk-away positions.
Consult with leaders on rhythm of negotiation team planning and reporting to stakeholders.
Act as Trusted Advisor and Negotiation SME for deals negotiated by AEs or other stakeholders (Tranche 2 & Tranche 3 deals).
Drive accountability for negotiation outcomes.
Ensure adherence to commercial solutions policy for deal execution, including regulatory laws, local market principles, company policies, and guidance for consistent deal making.
Prioritize "configuration" over "customization" in deals of all sizes; validate that a deployment plan is in place.
Collaboration
Develop trusted relationships with key customer stakeholders, partners, and Account Teams to help customers deliver their business goals and achieve Microsoft revenue targets.
Demonstrate in-depth and strategic understanding of Microsoft licensing programs and contracting.
Collaborate with ATU, STU, Services, GPS, Deal Desk, Compliance, CELA, OSC, Finance, and Partners.Understand and apply the MCEM Framework; share accountability with the account team to drive Security and Usage; structure deals to drive usage.
Consult with leadership and ATU to ensure customer and teams are aligned on the value proposition of commercial programs.
Compliance & Other
Embody Microsoft's culture and values.Model integrity and ethical behavior daily; full adherence to company policies and processes.
Complete 100% of required Compliance Trainings by due date.
Cooperate with audits, investigations, and remediation actions; proactively identify and escalate role-inherent risks.
Negociação de Acordos
Liderar equipes internas e externas de vendas e gestão na construção comercial, otimizando o nível adequado de investimento e customização.
Otimizar a customização de acordos utilizando concessões de preço e não relacionadas a preço.
Identificar oportunidades de negócio ao longo do ciclo de vida do acordo e relacionadas à IA (Copilot e novas ofertas).
Criar e gerenciar o plano comercial / contribuir para o plano de contas estratégicas, mapeando como maximizar oportunidades comerciais qualificadas de média a alta complexidade.
Analisar o histórico de oportunidades comerciais dos clientes, incluindo descontos, concessões e consumo na região.
Antecipar e validar renovações futuras; liderar processos de renovação com as equipes de contas para maximizar receita no prazo e taxa de recaptura.
Estruturar soluções comerciais em conformidade para maximizar o ACR e impulsionar upsell de Cloud; atingir 100% de renovação de MACC.
Identificar oportunidades de MCA-E durante o planejamento de contas; definir estratégias, orientar vendedores, acelerar adoção e remover obstáculos nos acordos.
Concluir workloads elegíveis e contratos EA prestes a expirar em MCA-E (Enterprise) e MCA-E/CSP (SME&C).
Adotar o Deal Agent e seguir o Tranche Framework quando implementado; apoiar a meta de 70% de attach rate do Unified para clientes MACC.
Garantir que todas as etapas relevantes para execução do acordo sejam concluídas com sucesso.
Negociação
Definir e negociar termos comerciais complexos; liderar a estratégia de abordagem de negociação envolvendo stakeholders.
Atuar em parceria com líderes na negociação de termos comerciais complexos, em colaboração com a equipe de contas e o Deal Manager.
Compreender stakeholders e prioridades; aplicar estratégias formais de negociação, antecipar vulnerabilidades, entender a percepção de valor do cliente e definir limites de saída.
Consultar líderes sobre o ritmo de planejamento da equipe de negociação e comunicação com stakeholders.
Atuar como Conselheiro de Confiança e especialista (SME) em negociação para acordos conduzidos por AEs ou outros stakeholders (Tranche 2 e 3).
Garantir responsabilidade pelos resultados das negociações.
Assegurar conformidade com políticas de soluções comerciais, incluindo leis regulatórias, princípios de mercado local, políticas internas e diretrizes para consistência na negociação.
Priorizar “configuração” em vez de “customização” em acordos de todos os tamanhos; validar que existe um plano de implementação.
Colaboração
Desenvolver relações de confiança com stakeholders-chave dos clientes, parceiros e equipes de contas para ajudar os clientes a atingir seus objetivos e as metas de receita da Microsoft.
Demonstrar conhecimento aprofundado e estratégico dos programas de licenciamento e contratos da Microsoft.
Colaborar com ATU, STU, Services, GPS, Deal Desk, Compliance, CELA, OSC, Finanças e parceiros.
Compreender e aplicar o framework MCEM; compartilhar responsabilidade com a equipe de contas para impulsionar Segurança e Uso; estruturar acordos que incentivem o uso.
Consultar a liderança e ATU para garantir alinhamento entre cliente e equipes quanto à proposta de valor dos programas comerciais.
Conformidade
Incorporar a cultura e os valores da Microsoft.
Demonstrar integridade e comportamento ético diariamente; aderir plenamente às políticas e processos da empresa.
Concluir 100% dos treinamentos obrigatórios de Compliance dentro do prazo.
Colaborar com auditorias, investigações e ações corretivas; identificar e escalar proativamente riscos inerentes à função.
Required/minimum qualifications
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
Every company has a mission. What's ours? To empower every person and every organization to achieve more. We believe technology can and should be a force for good and that meaningful innovation contributes to a brighter world in the future and today. Our culture doesn’t just encourage curiosity; it embraces it. Each day we make progress together by showing up as our authentic selves. We show up with a learn-it-all mentality. We show up cheering on others, knowing their success doesn't diminish our own. We show up every day open to learning our own biases, changing our behavior, and inviting in differences. Because impact matters. Microsoft operates in 190 countries and is made up of approximately 228,000 passionate employees worldwide.
Offices: 1 Microsoft Way, Redmond, Washington 98052, US · 1 Denison Street, North Sydney, NSW 2060, AU · 1950 Meadowvale Blvd, Mississauga, Ontario L5N 8L9, CA · 39, Quai du Président Roosevelt, Issy-les-Moulineaux, Île-de-France 92130, FR · Walter-Gropius-Straße 5, München, 80807, DE
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