Commerical Executive
Microsoft
Commerical Executive
Multiple Locations, United States
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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 United States (US) Financial Services Commercial Executives (CE’s) play a critical role in driving the success of our Enterprise Operating Unit by delivering World Class Deal making across our portfolio of Banking, Capital Markets, and Insurance customers. As a member of this team, you will collaborate broadly across our sales organization as a trusted advisor.
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 proficient, 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 qualified candidate is a qualified negotiator with proficient 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.
If you have a passion for selling, proficient analytical skills, and are motivated by continuous learning and problem solving, we invite you to learn more about the CE 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.
Qualifications
Minimum 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.
- 5+ years of experience with deal strategy, deal execution and contractual negotiations.
- 5+ years of experience in Customer Facing Commercials and Presenting to C-Level Executives.
Additional or preferred qualifications
- 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.
- 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.
- Proven track record of proficiency in a Business to Business (B2B) Commercial sales.
- Able to make suitable choices for the customer based on their commercial strategic needs.
- Strategic, long-term thinkers 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 for the role until September 12, 2025.
Responsibilities
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 proficient.
- 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.
Compliance:
- Drives adherence to commercial solutions policy for commercial deal execution, and coaches sales team to ensure compliance.
- Actively and promptly raises compliance issues; drives a culture of compliance through deal execution and related parts of Microsoft policies.
- Assesses and analyzes deals for risks related to profitability, legal issues, and contracting. Coaches’ others on assessment and escalation of risk.
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 fallback positions).
- Consults with leaders on rhythm of negotiation team planning and reporting to stakeholders. Utilizes the strategy for the negotiation approach by engaging with experienced 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.
- Leads collaboration with sellers and stakeholders to achieve revenue targets. Leverages critical resources (e.g., deal desk, sales support, operations, partners, finance) to drive business outcomes.
- In-depth and strategic understanding of Microsoft licensing programs and contracting.
Proactive Engagement:
- Proactively engages with others to align commercial strategy to customer needs. Applies knowledge of expected outcomes to determine how commercial licensing/contracting should be changed to meet customer needs.
- Drives accountability in resolving cross-functional issues to successful conclusion. Fosters overall proficiency by driving proficient team collaboration.
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