Microsoft Corporation Contract and Commercial Management Leader in Issaquah, Washington
Microsoft Services success stories all have two things in common - they start with a need to improve the way a company does business, and they end in a proven solution that strategically integrates devices and services. If creating more world class success stories intrigues you, this role provides a rich platform for making that a reality.
We are looking for a passionate leader to lead a 50+ global team and drive the day-to-day execution of commercial and public sector contractual transactions worldwide with customers in partnership with the services field. This includes planning and execution of programs to improve the Global Contract & Commercial Management (CCM) team’s capability to mitigate risk and support the growth of the Enterprise Services business.
The role will be responsible for building and maintaining a cohesive, high-performing team of contracting experts, commercial negotiators, and program leaders. A key responsibility of this role will be to build and enhance CCM field-facing team that is tightly aligned with Enterprise Services business leaders in both the delivery and area organizations. Building a strong “trusted advisor” culture of business enablement and collaboration will be essential for the success of this role, as finding solutions to difficult contracting situations is essential for signing good business and achieving growth targets.
To be successful, the CCM Lead will deliver senior thought leadership, coaching and mentoring to the CCM community for all contractual transactions, including process improvements and adherence to company policies. The ideal candidate must provide solid advice, strategy and guidance to the CCM teams and senior business leaders in the field with respect to contracts, subcontracts, pricing and acquisition, as it is affected by laws, regulations, and industry trends. Moreover, the CCM Lead will drive global programmatic changes and coach/engage in resolving contractual issues as needed. This includes leading a more strategic approach to negotiation, including building a strong focus on developing and implementing negotiation strategies for Commercial Manager deals.
Build strong alignment with the business worldwide by developing a field team that is focused on enabling the negotiation and signing of good business with manageable risk profiles. This field team will create effective relationships with the field, especially with regards to the pipeline of larger, more complex deals, to foster earlier involvement and more effective deployment of Commercial Manager resources in these important transactions.
Build and maintain productive relationships and partnering with enterprise services field leaders at all levels and across all functions to ensure contract and acquisition compliance, and the attainment of business goals.
Build consistency and clarity regarding role differentiation worldwide (e.g., from routine contractual work performed by the Services Contracting Office, to more hands-on work performed by Contract Executives, to the leadership of commercial negotiations directly with customers performed by Commercial Managers, to US Public Sector negotiations performed by Contract Managers).
Drive simplification of Microsoft contract architecture, while providing for localization to address local requirements. Continually evolve our standard terms to reflect changes in industry expectations and best practice, enabling Microsoft to provide an improved customer experience throughout the negotiation process.
Influence the CCM industry and drive outside-in innovation that will make CCM a competitive differentiator for Microsoft Services. Create and land innovative contractual models to support Digital Transformation business. Investigate using new approaches like “smart contracts” built on blockchain technology, use of Artificial Intelligence so customers begin to see Microsoft Services as an innovator in contracting approaches.
Effective partnering across the Microsoft contracting eco-system to seek and exploit ‘One Microsoft’ opportunities
Partner with sales, deal pursuit, legal, and operations to drive simplification, velocity of deals, clarity in roles, responsibilities, empowerments and accountabilities. Foster One Microsoft approach with Product Group, WWLP when needed on strategic complex deals to drive successful closure of those negotiations.
Drive contractual empowerments and world-class negotiation capability for complex deals (services or cross-company) in partnership with Worldwide Commercial Business where applicable. Occasionally, this role will provide coaching and escalation point to regional leaders to problem solve complex issues and orchestrate cross-regional deal negotiations and resolution for troubled projects.
Nurture a vibrant CCM community and establish programmatic knowledge sharing within CCM and with the business to leverage CCM global scale to benefit local businesses.
Develop and maintain a CCM strategy for Microsoft Services that continues to drive the maturity and effectiveness of the function
Establish and drive a high performing team by attracting, motivating, developing, and retaining key talent and building a strong, collaborative team culture
15+ years proven global leadership experience and track record in professional services contract negotiation, risk management, and business development
10+ years of experience leading a Global team
10+ years working with a Cross Functional team
Substantial experience building and leading effective, cohesive global teams with a strong, unified culture
Demonstrated ability to create tight alignment with Regional, Area, and Subsidiary Services teams to help them achieve their objectives while ensuring a manageable risk profile
Outstanding collaboration skills. Ability to work well in a cross functional environment to build and maintain effective relationships
Strong executive presence, with proven ability to build effective relationships with senior executives both inside Microsoft and within customer organizations
Strong analytical skills with proven negotiation and deal closing skills of complex contracts, extensive experience identifying, summarizing, and solving critical issues
The successful candidate will demonstrate competencies including Leading Change, Trusted Advisor, Strategic Insights, and Operational Excellence.
The role is based in Sammamish, WA and will require 20-30% global travel.
Enterprise Services – enabling every company to be a digital business. We are a diverse group of technical architects, engineers, consultants and service leaders, more than 10,000 strong, serving customers in 191 countries and 46 languages. We drive nearly $6B in revenue and $1 B in contribution margin annually.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
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