Commercial Sales
Microsoft · Posted Oct 18
Software, cloud computing, artificial intelligence, and hardware services
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About the role
The Commercial Executive role sits within Microsoft's Enterprise Commercial organization, where the team leads deal-making, negotiation and collaboration to drive revenue growth and customer success. The role acts as a trusted advisor on commercial activities and contracting, supporting AI transformation across accounts with offerings such as Copilot. The executive crafts and negotiates compliant, profitable commercial solutions, leads complex negotiation strategies, drives renewals and up-sell/cross-sell opportunities, and ensures on-time, compliant deal execution measured by quota and consumption targets.
What you will do
- 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 that vary based on deal lifecycle and AI (Copilot and new offerings).
- Create and manage the commercial plan / contribute to the account plan for strategic accounts, mapping how to maximize qualified medium-to-complex commercial opportunities.
- Analyze customer commercial opportunity history, including discounts, concessions, and consumption across the territory.
- Anticipate and verify upcoming renewals; lead renewal processes with account teams to maximize on-time revenue and recapture rate.
- Construct compliant commercial solutions to maximize renewals.
- Identify renewal opportunities during account planning; inform strategy, coach sellers, accelerate adoption, and address deal blockers.
- Close eligible workloads and expiring contracts
- Adopt Deal Agent and adhere to Tranche Framework when launched.
- Take all relevant steps to ensure deal execution is successful.
- Define and negotiate complex commercial terms; 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.
- Understand stakeholders and priorities; leverage formal negotiation strategies, anticipate potential vulnerabilities, understand customer measurement of value, and define walk-away positions.
- Consult with leaders on rhythm of negotiation team planning and reporting to stakeholders.
- Act as Trusted Advisor and Negotiation SME for deals negotiated by AEs or other stakeholders.
- Drive accountability for negotiation outcomes.
- Ensure adherence to commercial solutions policy for deal execution, including regulatory laws, local market principles, company policies, and guidance for consistent deal making.
- Prioritize "configuration" over "customization" in deals of all sizes; validate that a deployment plan is in place.
- Develop trusted relationships with key customer stakeholders, partners, and Account Teams to help customers deliver their business goals and achieve Microsoft revenue targets.
- Demonstrate in-depth and strategic understanding of Microsoft licensing programs and contracting.
- Collaborate with Internal and Partner teams.
- Understand and apply the Sales Cycle Framework; share accountability with the account team to drive Security and Usage; structure deals to drive usage.
- Consult with leadership and account team to ensure customer and teams are aligned on the value proposition of commercial programs.
- Embody Microsoft's culture and values.
- Model integrity and ethical behavior daily; full adherence to company policies and processes.
- Complete 100% of required Compliance Trainings by due date.
- Cooperate with audits, investigations, and remediation actions; proactively identify and escalate role-inherent risks.
Skills used in this role
What the employer is looking for
- Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 6+ years of sales and negotiation experience (or related work / internship experience) OR 8+ years of 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 commercial roles and presenting to C-Level executives.
- Strong commercial acumen and judgment.
- Industry knowledge and ability to leverage competitive analysis to craft commercial solutions.
Preferred qualifications
- Seasoned sales and negotiation professional, unafraid of conflict.
- Positive attitude and passion for working with customers and partners.
- Comfortable speaking at all organizational levels — from CxO to procurement / purchasing teams.
- Strategic, long-term thinker, able to analyze data to identify trends, risks, and opportunities.
- Team player and collaborative — high-performing individualists will not succeed in this role.
- In-depth and strategic understanding of licensing, cloud principles and contracting.
- Ability to simplify complex legal and commercial constructs.
- Proficiency in consultative selling.
Benefits and support
- Compensation and benefits are detailed in the job posting
About Microsoft
Microsoft Corporation is a multinational technology company that develops, licenses, and supports a wide range of software products, services, and hardware devices. Best known for its Windows operating systems, Microsoft 365 productivity suite, and Xbox gaming consoles, the company has expanded heavily into enterprise cloud computing via Azure and advanced artificial intelligence solutions. As one of the world's most valuable public enterprises, it empowers individuals and businesses globally through innovative digital transformation.
- Industry
- Software
- Company size
- 228,000+ employees
- Founded
- April 4, 1975
- Location
- Redmond, Washington, USA
- Funding stage
- Public Company
Leadership
Chairman and Chief Executive Officer
Chief Financial Officer
Vice Chair and President
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