Commercial Executive

Microsoft • ,

7d • $107,600 - $205,600 • Remote

About The Position

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.

Requirements

• 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.
• 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.

Nice To Haves

• 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.

Responsibilities

• 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.
• 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).
• 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.
• Embody our culture and values

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level