Role at a glance
- Job function
-
Sales B2B & Enterprise Sales
- Salary
- $145.6K – $205.6K/yr
- Location
- Multiple Locations, United States United States
- Work arrangement
- Remote
- Employment
- Full-time
- Experience
- Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or...
- Education
- Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or...
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Role Summary
The Commercial Executive leads commercial strategy and deal execution for Microsoft customers in the United States. The role develops and negotiates commercial solutions, works with customer, partner, and internal stakeholders, and supports customer outcomes and compliant deal execution.
What You'll Do
- Lead internal and external sales and management teams in shaping commercial deal structures and optimizing price and non-price concessions.
- Identify business opportunities and take steps to support successful deal execution.
- Create and manage commercial plans for strategic accounts, analyze deal history and consumption, and anticipate upcoming renewals.
- Define complex negotiation terms and strategy, engage stakeholders, and drive accountability for negotiation outcomes.
- Build trusted relationships with customer stakeholders, partners, and account teams, applying knowledge of Microsoft licensing programs...
Generated from the employer's posting. Verify important details before applying.
View full postingQualifications
The required qualification allows a bachelor's degree in a listed or related field with 5+ years of sales and negotiation experience or related work or internship experience, an alternative of 7+ years of sales and negotiation experience, or equivalent experience.
Preferred
- Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 6+ years sales and negotiation...
Original job description
Content provided by the employer
Original job description
Content provided by the employer
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 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 seasoned 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
Qualifications
Required/minimum qualifications
Additional or preferred qualifications
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.
About the company
Microsoft
Large Enterprise
Microsoft is a global technology leader that empowers individuals and organizations to achieve more through innovative software, services, and devices. Founded in 1975, the company is best known for its flagship products like the Windows operating system and Microsoft Office suite. In addition to personal computing, Microsoft is a leader in cloud computing with its Azure platform, providing a range of solutions for businesses to enhance productivity and efficiency. With a strong commitment to sustainability and accessibility, Microsoft continues to drive technological advancements that shape the future of work and learning.