The Senior Commercial Executive is a trusted advisor who leads the design and execution of the customer’s commercial strategy and negotiations, selling the right commercial solution at the right time while ensuring every deal is compliant and profitable for Microsoft. You will be responsible for revenue generation and growth and deal-making. As the lead negotiator, you will develop negotiation strategies while building trusted relationships with key stakeholders and peers.
As an experienced sales and negotiation professional, you are comfortable navigating complex negotiations and differing perspectives. With a positive attitude and a passion for working with customers and partners, you are comfortable communicating across organizational levels, from executive leaders to procurement and purchasing teams. You will make effective choices for customers based on their strategic commercial needs.
As a strategic, long-term thinker, you will analyze data to identify trends, risks, and opportunities. An in-depth and strategic understanding of Microsoft Support, licensing programs, and contracting is beneficial but not required.
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
- Achieve revenue and business growth for Microsoft and ensure compliance through the sales process
- Understand your customers’ needs and address objections and tailor commercial solutions to ensure long-term success
- Lead internal and external sales through commercial construct and deal making. Optimize right level of investment and customization leveraging price and non-price concessions
- Identify and maximize business opportunities with new offerings, like Copilot and strategize and take relevant steps to make sure deal execution is successful
- Responsible for the negotiation Strategy by collaborating with Sales and Finance stakeholders to define the negotiation strategy and drive internal alignment regarding pricing, terms, and conditions
- Prepare compelling negotiation proposals, articulate value proposition and address customer concerns effectively
- Develop trusted relationships with key customer stakeholders, partners, Account Team, Specialist Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets and collaborate with your peers in other areas to achieve business continuity, balance workload if required and share learnings
- Embody our Culture and Values
Qualifications
Required Qualifications:
- Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 8+ years sales and negotiation experience or related work or internship experience OR 12+ years sales and negotiation experience OR equivalent experience
- Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 10+ 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 12+ years sales and negotiation experience or related work or internship experience OR 15+ years sales and negotiation experience OR equivalent experience
- Experience negotiating complex licensing or commercial agreements
- Experience applying financial analysis to pricing, risk, and commercial decisions
- Experience leading complex negotiations with executive-level customers and cross-functional stakeholders
- Experience managing commercial agreements with consideration for compliance and business risk
Commercial Sales IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 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, or equivalent experience
- 8+ years of sales and negotiation experience or related work or internship experience with a bachelor's degree, or 12+ years of sales and negotiation experience, or equivalent experience
- Master's degree in Business Management, Information Technology, Law, or Marketing, or equivalent
- 10+ years of sales and negotiation experience with a master's degree, or 12+ years with a bachelor's degree, or 15+ years of sales and negotiation experience, or equivalent experience
- Experience negotiating complex licensing or commercial agreements
- Experience applying financial analysis to pricing, risk, and commercial decisions
- Experience leading complex negotiations with executive-level customers and cross-functional stakeholders
- Experience managing commercial agreements with consideration for compliance and business risk
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.
