Charlotte Wall

Serve as a strategic sales leader within Microsoft’s commercial business, responsible for driving revenue growth, managing high-value client relationships, and delivering licensing and cloud solutions across enterprise accounts. Act as a trusted advisor to C-level stakeholders, aligning Microsoft’s offerings with customer business goals.

Key Responsibilities

• Lead commercial strategy and execution for a portfolio of enterprise clients, managing annual revenue streams exceeding £25M.
• Engage directly with C-level executives to understand business priorities and shape tailored Microsoft solutions.
• Design and negotiate complex service contracts, including multi-year agreements valued up to £7M.
• Collaborate cross-functionally with technical, legal, and finance teams to ensure seamless deal execution and compliance.
• Drive ethical sales practices and ensure alignment with Microsoft’s commercial principles and customer success goals.
• Develop and implement strategic account plans, resource allocation models, and campaign strategies to accelerate growth.
  Provide commercial leadership across the full sales lifecycle—from opportunity identification to contract closure and renewal.

Key Achievements

• Consistently exceeded annual sales targets, contributing to double-digit growth across key accounts.
• Successfully negotiated and closed a £7M services contract, delivering significant value to both Microsoft and the client.
• Recognised for building strong, trust-based relationships with senior stakeholders, resulting in increased customer advocacy and retention.
• Led the commercial design of a multi-solution deal that integrated Microsoft 365, Azure, and security offerings, driving a 30% uplift in account value.
• Awarded SMC Global Award (FY21) for outstanding sales performance and customer impact.
• Recipient of CE Global Award (FY19) in recognition of excellence in commercial execution and strategic deal-making.

Served as the primary licensing expert within the Microsoft service line, supporting enterprise clients and internal sales teams with strategic licensing guidance, pricing, and contract support. Played a key role in driving revenue and ensuring compliance across high-value accounts.

Key Responsibilities

• Primary point of contact and escalation for Major clients and Partners.
• Provide licensing expertise to help secure deals and ensure compliancy.
• Work with internal and external teams to develop customer proposals, pricing frameworks and contracts. Manage deals through the sales lifecycle to ensure revenue is finalized.
• Analysing and reporting back on deals to provide the business with reports and forecasts.
• Attend key customer meetings to position licensing capability and maximize business opportunities.
• Maintain up-to-date licensing and compliance knowledge and train new staff on current practices and procedures.
• Initiate regular meetings with Sales / Business Mangers and internal Finance teams to proactively manage the pipeline and co-ordinate strategies.

Key Achievements

• Awarded ‘Internal of the Year’ for three consecutive years (FY11, FY12, FY13) in recognition of outstanding performance, client service, and contribution to Microsoft licensing revenue.
• Supported £20M of a £29M Microsoft service line, playing a pivotal role in securing and managing high-value licensing deals across major enterprise accounts.
• Built and maintained trusted relationships with key clients and partners, becoming the go-to licensing expert for strategic accounts such as Argos, Legal & General, and Ricoh.
• Enabled successful deal closures by designing compliant licensing solutions and pricing strategies that aligned with both client needs and Microsoft frameworks.
• Improved internal processes by training new staff, standardising licensing procedures, and enhancing reporting accuracy for sales forecasting and pipeline management.
• Represented licensing capability in client meetings, helping to position Ultima as a trusted advisor and differentiate from competitors in a commoditised market.