About this role

Overview The Commercial Executive Lead (CE) is a sales professional and expert negotiator who helps Microsoft's large commercial customers reach the right commercial terms across our business. You lead pricing and contract negotiations, shape creative and transformative deal strategies, and act as the escalation point for discounts and changes to contract terms and conditions. You work with and through the wider sales teams, inside and outside Microsoft, to grow annuity and cloud revenue. You find upsell, cross-sell and AI-enabled opportunities across your book of business. You also make sure every deal is compliant, low-risk and delivers value for both the customer and Microsoft. You'll be measured on sales goals and on execution metrics that ensure quality deals.This role suits someone who loves to keep learning and who shares Microsoft's mission to empower every person and every organization on the planet to achieve more. Responsibilities <ul style="margin-top: 0in; margin-bottom: 0in;" type="disc"><li style="margin-bottom: 0in; text-align: justify; margin-top: 0in; margin-right: 0in; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Commercial deal negotiation: Define and negotiate the best commercial terms with the Account Team. Lead or co-lead complex deals, set walk-away positions and own the negotiation outcome.</li><li style="margin-bottom: 0in; text-align: justify; margin-top: 0in; margin-right: 0in; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Deal strategy and concessions: Develop pricing scenarios, multiple equivalent offers (MEOs) and contract structures. Manage concessions so deals work well for both Microsoft and the customer.</li><li style="margin-bottom: 0in; text-align: justify; margin-top: 0in; margin-right: 0in; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Revenue growth: Find upsell, cross-sell and AI-enabled growth opportunities across your book of business. Build business cases that get the most value from Microsoft's commercial solutions.</li><li style="margin-bottom: 0in; text-align: justify; margin-top: 0in; margin-right: 0in; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Sales orchestration: Lead sellers, partners (including CSP partners) and internal teams such as deal desk and finance through the sales process. Manage stakeholders to meet critical deadlines.</li><li style="margin-bottom: 0in; text-align: justify; margin-top: 0in; margin-right: 0in; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Deal execution: Take deals from negotiation through processing and invoicing so revenue lands on time. Anticipate upcoming renewals.</li><li style="margin-bottom: 0in; text-align: justify; margin-top: 0in; margin-right: 0in; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Compliance and risk: Make sure deals follow commercial policy, local regulations and Microsoft standards. Assess deal risks (profitability, partner channel, legal and contracting) and escalate when needed.</li><li style="margin-bottom: 0in; text-align: justify; margin-top: 0in; margin-right: 0in; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Account planning: Build commercial plans and contribute to account plans for your territory. Use AI tools to analyze deal history, discounts and consumption.</li><li style="margin-bottom: 0in; text-align: justify; margin-top: 0in; margin-right: 0in; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Trusted advisor: Advise customers on complex deal solutions. Act as the escalation point for discounts and contract terms and conditions.</li><li style="margin-bottom: 0in; text-align: justify; margin-top: 0in; margin-right: 0in; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Community contribution: Share best practices and insights with the Commercial Executive community and help onboard new team members.</li></ul> Qualifications Required/minimum qualifications<ul style="margin-bottom: 24pt; margin-top: 0px;"><li style="margin: 0in 0in 24pt 0px; line-height: 15pt; font-size: 12pt; font-family: Aptos, sans-serif;">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.</li><li style="margin: 0in 0in 0in 0px; text-align: justify; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Professional proficiency in English, with the ability to communicate effectively with customers, executives, and cross-functional stakeholders in both written and verbal business environments.</li></ul> Additional or preferred qualifications<ul style="margin-bottom: 0in; margin-top: 0px;"><li style="margin: 0in 0in 0in 0px; text-align: justify; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">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.</li><li style="margin: 0in 0in 0in 0px; text-align: justify; line-height: 115%; font-size: 12pt; font-family: Aptos, sans-serif;">Experience working with public sector customers is preferred.</li></ul> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> 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 <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>