Senior Commercial Executive

Senior Commercial Executive

United States, Multiple Locations

Job description

Company and benefits

Job number

200060612

Date posted

Oct 13, 2026

Work site

0 days / week in-office – remote

Travel

Less than 25%

Profession

Sales

Discipline

Commercial Sales

Role type

Independent Contributor

Employment type

Full-Time

Overview

We are seeking a Senior Commercial Executive (Individual Contributor) to lead commercial strategy and execution for highly complex, strategic Defense Industrial Base customers. This role is designed for a senior commercial leader who independently owns some of the most sophisticated deals, negotiations, and risk profiles within the DIB portfolio.

As a Senior Commercial Executive, you will have the opportunity to operate with significant autonomy, shape deal strategy across multi-year, multiaffiliate agreements, and influence outcomes across sales, finance, legal, and policy teams. You will be accountable not only for deal execution, but also for commercial judgment, risk management, and long term customer value creation in a regulated, mission critical environment. Year, multiaffiliate agreements, and influence outcomes across sales, finance, legal, and policy teams. You will be accountable not only for deal execution, but also for term customer value creation‑critical environment.‑year, multi‑affiliate agreements, and influence outcomes across sales, finance, legal, and policy teams. You will be accountable not only for deal execution, but also for ‑term customer value creation‑critical environment.

This is a non‑people‑manager (IC) role with enterprise‑level scope and impact.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• Senior Commercial Leadership & Strategy

• Own and lead the commercial strategy for highly complex and high‑impact DIB accounts, often involving large deal sizes, long sales cycles, and elevated risk.

• Shape multi‑year, multi‑affiliate, and non‑standard deal constructs, balancing growth, margin, compliance, and customer outcomes.

• Serve as the senior commercial authority on assigned accounts guiding strategy well before formal negotiations begin.

• Advanced Negotiation & Risk Ownership

• Lead executive‑level negotiations with customer procurement, legal, and business leaders.

• Independently assess and manage financial, contractual, and compliance risk, escalating only when appropriate and with well‑formed recommendations.

• Exercise strong commercial judgment on pricing, investments, concessions, and non‑standard terms to protect Microsoft’s long‑term interests.

• Defense Industrial Base Expertise

• Apply deep understanding of DIB customer environments, including regulatory sensitivity, government adjacency, and security‑driven workload considerations.

• Advise account teams on appropriate commercial approaches across commercial and government cloud environments, aligned to customer mission needs.

• Navigate complex customer structures (subsidiaries, global entities, joint ventures) common in the defense ecosystem.

• Cross‑Functional Influence & Leadership

• Influence senior stakeholders across Sales, Finance, Legal, Deal Desk, and Policy without formal authority.

• Act as a commercial thou