[Hiring] Commercial Sales Executive @Microsoft

Role Description

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 and optimizing customization through price and non-price concessions.
• Defining complex negotiation strategies and building trust-based relationships with stakeholders across customer, partner, and internal teams.
• Measuring success 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.

Responsibilities

• Deal Making:
  • Lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization.
  • Identify business opportunities which vary based on deal lifecycle and artificial intelligence (AI).
  • Create and manage commercial plan/contribute to account plan for strategic accounts.
  • Analyze customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory.
• Negotiation:
  • Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
  • Partner with leaders when negotiating complex commercial terms in collaboration with the account team and deal manager.
  • Consult with leaders on rhythm of negotiation team planning and reporting to stakeholders.
• Collaboration:
  • Develop trusted relationships with key customer stakeholders, partners, and Account Team.
  • Maintain an in-depth and strategic understanding of Microsoft licensing programs and contracting.

Qualifications

• Bachelor's 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.
• Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 6+ years sales and negotiation experience or related work OR Bachelor's 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.

Requirements

• Commercial Sales IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year.
• Base pay range for this role in the San Francisco Bay area and New York City metropolitan area is USD $145,600 - $205,600 per year.

Benefits

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