Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.
If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
The Commercial Executive (CE) is a sales professional who owns Volume Licensing (VL) opportunities from solution development through deal closure and processing. In this role, you will partner with internal and external sales teams to understand the needs of Microsoft’s Small and Medium Enterprise customers, design and propose the right licensing solutions, and negotiate pricing and contract terms that balance customer value with Microsoft’s business objectives. You will serve as a trusted licensing advisor in complex scenarios, act as an escalation point for discount and contractual concession requests and use your delegated approval authority to help close compliant, high-quality deals on time. In addition to achieving sales and execution targets, you will identify opportunities to grow revenue through upselling and cross-selling and develop strategic plans that maximize the value of VL across the sales office. Success in this role requires curiosity, a commitment to continuous learning, and the ability to bring Microsoft’s mission—to empower every person and every organization on the planet to achieve more—to life.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
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 successful.
Negotiation
- Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
- Ensures adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making
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.
Qualifications
Required/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.
- 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.
- Experienced sales and negotiation professional
- Comfortable speaking at all organizational levels, from the CxO to the procurement / purchasing teams.
- Ability to make solid choices for the customer based on their commercial strategic needs.
- Strategic, long-term thinker able to analyze data to identify trends, risks and opportunities.
- Team player and highly collaborative.
- In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.
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
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
Skills Required
- Bachelor's degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education, or a related field, plus 5+ years of sales and negotiation experience; alternatively, 7+ years of sales and negotiation experience or equivalent experience.
- Master's degree in Business Management, Information Technology, Law, or Marketing plus 6+ years of sales and negotiation experience; alternatively, a bachelor's degree plus 7+ years of experience, 9+ years of experience, or equivalent experience.
- Sales and negotiation experience, including comfort communicating with C-suite executives and procurement or purchasing teams.
- Ability to make commercially sound decisions aligned with customer strategic needs.
- Strategic, long-term thinking and ability to analyze data to identify trends, risks, and opportunities.
- Team-oriented and highly collaborative approach.
- Understanding of Microsoft licensing programs and contracting.
Microsoft Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Microsoft and has not been reviewed or approved by Microsoft.
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Fair & Transparent Compensation — Pay is presented as broadly competitive overall, with clear role/level/location variation and an emphasis on using posted ranges and band information for apples-to-apples comparisons.
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Retirement Support — Retirement benefits are described as a standout, highlighted by a strong 401(k) match structure and immediate vesting, plus additional plan features for tax-advantaged saving.
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Parental & Family Support — Family-oriented benefits are portrayed as a meaningful strength, with substantial paid parental leave and added supports like back-up care and adoption/surrogacy assistance.
Microsoft Insights
What We Do
At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world in which we live and the future we strive to create. Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world.
