STEVEN DUNCAN
Federal Way,WA
Summary
To obtain a Deal Strategist position so that I can apply my deal-making, negotiating, knowledge, skills and abilities in selling Transformational solutions.
Sales professional with proven track record in driving revenue growth and building strong client relationships. Skilled in negotiation, strategic planning, and market analysis. Valued for collaboration, adaptability, and consistently achieving targets in dynamic environments. Renowned for reliability and results-driven approach, ensuring team success and client satisfaction.
Overview
31
31
years of professional experience
1
1
Certification
Work History
Commercial Sales Executive, Sr. Deal Manager, Corporate Account Executive, Sr Licensing Executive, Regional Licensing Manager, Corporate Account Executive
Microsoft Corporation
09.2000 - 09.2025
- Drove Licensing Contract Renewals which averaged 115% growth from Prior Agreements
- Lead Negotiator in all Microsoft Contracts for Fortune 500 companies across multiple industries including Financial Services, Legal, Manufacturing, and Healthcare
- Developed pricing empowerment policies for our Field Sellers to expedite the sales process which drove increased time to close by 72 hours
- Developed Implemented an Operational Excellence plan to help drive reduced error rates when closing agreements. This lead to a 0% failure rate for contract submissions to our Microsoft operations centers
- Multiple time sales achievement award winner which included Gold Club (>125% quota achievement), 2 time Azure Big Deal Bonus ($109 Million contract and $150 Million contract) plus additional sales bonuses every year.
- Authored a new licensing program (Global Volume Agreement) for Dynamics 365 which lead to increased Customer Satisfaction for our large Microsoft Dynamics customers
- Partnered with our Microsoft Channel Partners in driving Microsoft Licensing Sales
- Microsoft Deal Strategist in driving our solutions across our multiple product line that included SAAS, Server, Services, and Support for Fortune 500 customers
- Negotiated $100+ Million licensing contracts with Fortune 500 Companies customers to achieve revenue growth of at least 115% on each contract renewal.
- Make empowered decisions on customer agreements using complex analysis of KPIs, business judgment and licensing principles.
- Work with customers to negotiate pricing, licensing terms, and deal conditions necessary to sign agreements.
- Collaborate with sales, legal, and business groups to identify and resolve agreement issues.
- Ensure sales and negotiation strategies adhere to established guidelines, policies, and legal standards.
- Share best practices and strategies with internal teams to improve Microsoft’s sales capabilities.
- Created and implemented a multi-faceted business plan to increase EA, Select, Open annuity penetration for the South Region Business Group by 15%.
- Served as an escalation point to help negotiate complex licensing deals and serve as a point of contact for any CPE or CSI issues.
- Trained internal and external people on selling and positioning Microsoft Licensing Programs.
- Facilitate in the closure of an additional 84 Enterprise agreements for the South Region. Participate in Extended Virtual Team meetings to include MSUS LS team, WWLP, Marketing, and MSLI to help with SMS&P Licensing Strategy.
- Managed the Sales Incentive Funding to help close strategic deals.
- Extensive knowledge of Microsoft Licensing Programs and serve as the Go-To expert in Licensing for the South Region.
- Account Management of 47 accounts while maintaining a $16.5 million Quota.
- Responsible for development of opportunities and contacts within accounts to help achieve Revenue Goals.
- Executive level(CXO/BDM) solution selling for Microsoft’s suite of software programs/solutions to include EAI, HIPAA, and Content Management.
- Engagement of Virtual Sales Team to help present solutions to qualified sales opportunities. Extensive analysis of Sales reports to identify opportunities and trending.
- Served as the Go To person on the team for all Licensing and Solution Selling matters.
- Delivered and presented content during monthly meetings as it related to business value and licensing to internal teams.
Strategic Account Executive, Major Account Manager, Business Account Executive, Major Account Representative
Verizon Wireless
01.1995 - 01.2000
- Develop & grow new and existing businesses to maintain a monthly sales quota.
- Responsible for getting new business via outside sales, telemarketing, cold calling, & direct mail.
- Development of Sales proposals and sales presentations.
- Extensive Executive Level Contract Negotiations.
- RFP/RFQ delivery & response.
Education
Bachelors of Arts Degree - Business Administration, Double Concentration in Marketing and Management
University of Washington
Professional Sales Seminars (Challenger selling, Solution Selling, Helping Clients Succeed, Strategic Selling, Relationship Selling, Needs Satisfaction Selling, & Negotiations and Conflict Management, Major Account Strategy Selling, Account Development Selling)
Skills
- Deal Strategist
- TCO/ROI analysis for deal optimization
- Executive-level negotiations
- Proficient in AI technologies
- Customer engagement
- Financial services expertise
- B2B Sales experience in SMC, Major, and Strategic Fortune 500 customers
- Persuasive sales presentations
- Instructional design for partner and customer training
Accomplishments
- Contract Negotiation - Signed and negotiated $100+ Mil contracts for multiple major clients leading to continued revenue growth of at least 115% and continued customer satisfaction
- Business Development: - Lead the competitive displacement of existing IT technologies for multiple clients .Established and managed partner relationships on a daily basis. Developed new product acquisition for AI products in existing customers which increased customer revenues by 17%.
- Developed Operational Excellence Plan to reduce errors to 0% and ensure accuracy in customer proposal deliveries
Certification
- MCP-Licensing- Certified Microsoft Licensing Sales Professional
- Microsoft Customer Engagement Methodology
- Challenger Sales Methodology
Timeline
Commercial Sales Executive, Sr. Deal Manager, Corporate Account Executive, Sr Licensing Executive, Regional Licensing Manager, Corporate Account Executive
Microsoft Corporation
09.2000 - 09.2025
Strategic Account Executive, Major Account Manager, Business Account Executive, Major Account Representative
Verizon Wireless
01.1995 - 01.2000
Professional Sales Seminars (Challenger selling, Solution Selling, Helping Clients Succeed, Strategic Selling, Relationship Selling, Needs Satisfaction Selling, & Negotiations and Conflict Management, Major Account Strategy Selling, Account Development Selling)
Bachelors of Arts Degree - Business Administration, Double Concentration in Marketing and Management
University of Washington
SUMMARY OF QUALIFICATIONS
- Training and experience with:
- 20+ years of experience selling Microsoft Solutions including Generative AI, Agentic AI, Azure, SAAS, Dynamics CRM & ERP
- Deal Strategist and CXO/BDM Negotiations
- Microsoft Solution Selling and Negotiations at the CXO/BDM level
- Microsoft Volume Licensing Programs and Empowerment policy development
- 8 years of Outside Field Sales to include Cold calling, Telemarketing, Sales Presentations, Major, Strategic, Corporate and Medium Business Accounts Management, and Territory Planning
- Microsoft cloud solutions to include Azure, AI Solutions and Dynamics CRM & ERP
- Contract Negotiations & Development/Delivery of Sales Proposals and RFI/RFPs
- Microsoft Business Value and TCO with our Cloud Solutions