Commercial Executive

Overview

We envision a world where passionate innovators come together to collaborate, taking the sales to the next level and taking their careers to places they simply couldn't do anywhere else. The Manufacturing & Mobility (MFM) organization within Microsoft Americas Enterprise is focused on simplifying complex challenges and empowering customers to transform their businesses. MFM drives innovation across cloud, AI, and business applications by co-innovating with customers and partners, emphasizing trust, empathy, and inclusive growth. It supports a diverse portfolio of high-tech pursuits, discrete and process manufacturing, and mobility industry providers, with strategic programs that span across the U.S., EMEA, and APAC regions. MFM's mission is to elevate customer experiences and accelerate business outcomes through intelligent productivity, modern infrastructure, and AI-first capabilities.

The Commercial Executive (CE) role is a strategic and customer-facing position designed to lead the commercial strategy and execution for Microsoft's customers in the United States. As a trusted advisor, the CE is responsible for crafting and negotiating commercial solutions that are both compliant and profitable, while aligning with customer needs and Microsoft's business goals. The role involves leading deal-making processes, optimizing customization through price and non-price concessions. It also includes defining complex negotiation strategies and building strong, trust-based relationships with stakeholders across customer, partner, and internal teams. Success is measured by impact on customer strategy, achievement of quota and consumption targets, timely renewals, and compliant deal execution. The ideal candidate is a negotiator with strategic thinking, and the ability to simplify complex legal and commercial constructs. Collaboration, adaptability, and a deep understanding of Microsoft Services and licensing programs are key to thriving in this role.

Microsoft's mission is to empower every person and every organization on the planet to achieve more, and we're dedicated to this mission across every aspect of our company. Our culture is centered on embracing a growth mindset and encouraging teams and leaders to bring their highly qualified contributions each day. Join us and help shape the future of the world.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

The Commercial Executive are responsible for the following:

Deal Making

• Lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization. Optimize deal customization leveraging price and non-price concessions.

• Identify business opportunities which vary based on deal lifecycle and artificial intelligence (AI). Take relevant steps to make sure deal execution is successful.

• Creates and manages commercial plan/contributes to account plan for strategic accounts by mapping out how to maximize qualified medium in size/scope or complex commercial opportunity for the account.

• Analyzes customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory. Anticipates and verifies upcoming renewals as appropriate.

Negotiation:

• Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.

• Partners with leaders when negotiating complex commercial terms in collaboration with the account team and deal manager. Understands stakeholders (priority). Leverages formal negotiation strategies and identifies important factors for successfully negotiating (e.g., anticipates potential vulnerabilities, understands customer measurement of value in order to craft solutions to meet those needs and defines walk-away positions).

• Consults with leaders on rhythm of negotiation team planning and reporting to stakeholders. Utilizes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability for negotiation outcome(s).

Collaboration

• Develop trusted relationships with key customer stakeholders, partners, Account Team in order to help our customers deliver their business goals and achieve Microsoft revenue targets.

• In-depth and strategic understanding of Microsoft licensing programs and contracting.

Other

• Embody our culture and values

Qualifications

Minimum Qualifications:

• Bachelors Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field

• AND 5+ years sales and negotiation experience or related work or internship experience OR 7+ years sales and negotiation experience OR equivalent experience.

Additional or preferred qualifications

• Masters Degree in Business Management, Information Technology, Law, Marketing (or equivalent)

• AND 6+ years sales and negotiation experience or related work OR Bachelors Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 7+ years sales and negotiation experience or related work or internship experience OR 9+ years sales and negotiation experience

• OR equivalent experience.

• Proven track record of success in a 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.

• Able to make the best choices for the customer based on their commercial strategic needs.

• Strategic, long-term thinker able to analyze data to identify trends, risks and opportunities.

Commercial Sales IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications and processes offers for these roles on an ongoing basis.

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.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Commercial Sales IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.