Senior Commercial Executive

Microsoft•,

4d•$133,000 - $239,800

About The Position

Microsoft is seeking a Senior Commercial Executive (individual contributor) to lead commercial strategy and execution for highly complex, strategic Defense Industrial Base (DIB) customers. The role owns sophisticated deals, negotiations, and risk profiles across the DIB portfolio, with significant autonomy and enterprise-level scope. It is a non-people-manager position. The Senior Commercial Executive shapes deal strategy across multi-year and multi-affiliate agreements and influences outcomes across sales, finance, legal, deal desk, and policy teams. The position is accountable for deal execution, commercial judgment, risk management, and long-term customer value creation in a regulated, mission-critical environment. The role operates with minimal guidance, owns sensitive and high-risk deals, influences commercial best practices for the DIB organization, and is recognized as a senior commercial expert. The position requires U.S. citizenship. Citizenship will be verified using a valid passport because the role supports U.S. government customers and may involve access to information controlled under U.S. export regulations. The successful candidate must provide proof of citizenship for eligibility assessment. The role also requires the ability to obtain and maintain a U.S. Government Security Clearance as a preferred qualification.

Requirements

Bachelor's degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education, or a related field, plus 8+ years of sales and negotiation experience or related work or internship experience; OR 12+ years of sales and negotiation experience; OR equivalent experience.
U.S. citizenship, verified via a valid passport.
Provide proof of citizenship to assess eligibility to access information controlled under U.S. export control regulations.
Operate independently with minimal guidance in high-ambiguity, high-risk environments.
Effectively collaborate across teams and functions and with a wide range of personality styles.

Nice To Haves

Master's degree in Business Management, Information Technology, Law, Marketing, or equivalent, plus 10+ years of sales and negotiation experience or related work; OR a bachelor's degree in a listed or related field plus 12+ years of sales and negotiation experience or related work or internship experience; OR 15+ years of sales and negotiation experience; OR equivalent experience.
Familiarity with Microsoft cloud offerings, including Azure and Microsoft 365 in commercial and/or government environments; MACC experience is highly preferred.
Background in enterprise sales, finance, legal, or commercial operations within regulated industries.
Experience structuring and closing large, multi-year strategic agreements.
Extensive experience leading complex enterprise deal-making and negotiations.
Demonstrated success operating independently in high-ambiguity and high-risk environments.
Ability to obtain and maintain a U.S. Government Security Clearance.

Responsibilities

Own and lead commercial strategy for highly complex, high-impact DIB accounts involving large deal sizes, long sales cycles, and elevated risk.
Shape multi-year, multi-affiliate, and non-standard deal constructs while balancing growth, margin, compliance, and customer outcomes.
Serve as the senior commercial authority on assigned accounts and guide strategy before formal negotiations begin.
Lead executive-level negotiations with customer procurement, legal, and business leaders.
Independently assess and manage financial, contractual, and compliance risks, escalating when appropriate with well-formed recommendations.
Use commercial judgment on pricing, investments, concessions, and non-standard terms to protect Microsoft's long-term interests.
Apply DIB customer and regulatory knowledge, including government adjacency and security-driven workload considerations.
Advise account teams on commercial approaches across commercial and government cloud environments in alignment with customer mission needs.
Navigate complex customer structures, including subsidiaries, global entities, and joint ventures.
Influence senior stakeholders across Sales, Finance, Legal, Deal Desk, and Policy without formal authority.
Mentor peers and account teams and help raise commercial standards within the DIB organization.
Resolve ambiguity and unblock deals by aligning competing priorities.
Maintain forecast accuracy, pipeline discipline, and deal hygiene for high-stakes opportunities.
Ensure agreements are audit-ready, compliant, and executed precisely.
Capture and apply lessons from complex deals to improve future commercial strategy and execution.