Commercial Manager – APAC - Microsoft - Singapore

Job description
Services Business Desk (SBD) is responsible for establishing and implementing standards for services business practices from both an operational and project engagement perspective. Within this workgroup are transactional specialists focusing on business practices in Services transactions. The Commercial Manager is a senior transactional role in SBD, engaged in driving commercial Microsoft Services transactions from inception to closure.

As a Commercial Manager, you will be responsible for providing complex planning, analytical and contract negotiation support for Microsoft’s most strategic Services transactions. You will work with Microsoft’s sales management to identify and target strategic deals, and you will provide leadership to deal teams in the negotiation of final terms and conditions necessary to close key agreements.

Responsibilities:

You will directly participate in and drive the negotiation of complex terms and conditions necessary to close strategic Services agreements with customers and partners (principally in face-to-face negotiations).

You will make key decisions in negotiations with customers and partners by applying complex services contracting principles and broad empowerments to reach successful sales solutions. This includes identifying and resolving agreement issues, developing and negotiating changes, recommending compromises and preparing contract amendments.

You will identify contractual risk, negotiate with customers and partners within broad empowerments to minimize enterprise and financial risk to Microsoft. Formulate and implement risk mitigation in services delivery practice and assure contractual compliance with Enterprise Services Authorization Policy.

You will ensure that Services sales and negotiation strategies adhere to established guidelines, policies and legal standards.

You will provide regional Services Sales management, Consulting Delivery Managers, Services Executives and field sales force with expert knowledge of Microsoft services engagement contracting model, negotiation strategies and best practices to increase sales of Microsoft’s consulting and support services.

You will capture best practices in deal formation, contract formation and obligation management and assist HQ in disseminating same.

Contacts: This position will have frequent contact with all levels of Microsoft personnel, including individuals in the following groups: Finance and Operations, Legal, Financial Services Group, Field Sales, Product Marketing and Product Groups. There will also be frequent customer, partner and subcontractor contact.

Qualifications:

Bachelor’s degree required.
MBA or JD strongly preferred.
Minimum 10 years contracts negotiation experience with no less than 5 years negotiating strategic information technology contracts.
IACCM certified expert strongly preferred.
CIPP (Certified Information Privacy Professional) preferred.
Candidate must possess excellent demonstrated decision-making, problem solving and negotiating skills.
Experience in face-to-face negotiations of IT services contracts on behalf of large customers is a requirement.
Excellent interpersonal, verbal and written communication, analytical and presentation skills are also required.
Strong attention to detail required.
The successful candidate must be willing to travel within the [area] frequently for face-to-face negotiations

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