Commercial Executive

A strategic, customer-facing role based in the United States, the Commercial Executive at Microsoft leads the commercial strategy and execution for Microsoft’s customers. This position acts as a trusted advisor, crafting and negotiating compliant and profitable commercial solutions aligned with customer needs and Microsoft’s business goals. The role oversees deal-making processes, optimizes customization through price and non-price concessions, and defines complex negotiation strategies while building strong, trust-based relationships with stakeholders across customers, partners, and internal teams. Success is measured by impact on customer strategy, quota and consumption targets, timely renewals, and compliant deal execution. The ideal candidate is a skilled negotiator with strategic thinking who can simplify complex legal and commercial constructs, and who thrives on collaboration, adaptability, and a deep understanding of Microsoft Services and licensing programs.

Responsibilities

• Deal Making: Lead internal and external sales and management teams through commercial constructs, optimizing for the right level of investment and customization. Enhance deal customization by leveraging price and non-price concessions. Identify business opportunities across the deal lifecycle and AI-enabled opportunities, and take steps to ensure successful deal execution. Create and manage the commercial plan and contribute to the account plan for strategic accounts by outlining how to maximize qualified opportunities of medium size, scope, or complexity. Analyze the customer’s commercial opportunity history, including discounts, concessions, and consumption for the territory, and anticipate and verify upcoming renewals as appropriate.
• Negotiation: Define and negotiate complex commercial terms, and lead the negotiation strategy with stakeholders. Partner with leaders when negotiating complex terms in collaboration with the account team and deal manager. Understand stakeholders’ priorities, leverage formal negotiation strategies, and identify factors for successful negotiations (e.g., anticipate vulnerabilities, understand customer value measurements to craft solutions, and define walk-away positions). Consult with leaders on the rhythm of negotiation team planning and reporting to stakeholders. Utilize the negotiation strategy with internal and external stakeholders to drive accountability for outcomes.
• Collaboration: Develop trusted relationships with key customer stakeholders, partners, and the Account Team to help customers achieve their business goals and Microsoft revenue targets. Demonstrate an in-depth, strategic understanding of Microsoft licensing programs and contracting.
• Other: Embody Microsoft’s culture and values.

Requirements

• Minimum

Qualifications

• Bachelor’s degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field, and 5+ years of sales and negotiation experience or related work or internship experience, or 7+ years of sales and negotiation experience, or equivalent experience.
• Additional or preferred qualifications: Master’s degree in Business Management, Information Technology, Law, Marketing (or equivalent) and 6+ years of sales and negotiation experience, or Bachelor’s degree in a related field and 7+ years of sales and negotiation experience or equivalent, or 9+ years of sales and negotiation experience or equivalent. Proven track record of success in B2B Commercial sales. 7+ years of experience with deal strategy, deal execution, and contractual negotiations. 7+ years of experience in customer-facing commercials and presenting to C-level executives. Ability to make the best choices for the customer based on commercial strategic needs. Strategic, long-term thinker capable of analyzing data to identify trends, risks, and opportunities.