New 
Commercial Executive
 Microsoft | |
 United States, Texas, Irving | |
| 7000 State Highway 161 (Show on map) | |
 Aug 10, 2025 | |
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OverviewWe 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 Software & Digital Platforms (SDP) organization within Microsoft Americas Enterprise is focused on simplifying complex challenges and empowering customers to transform their businesses. SDP drives innovation across cloud, AI, and business applications by co-innovating with customers and partners, emphasizing trust, empathy, and inclusive growth. It supports a diverse portfolio of high-tech pursuits, digital natives, Independent Software Vendor (ISVs), and platform providers, with strategic programs that span the U.S., Canada, and LATAM regions. SDP's mission is to elevate customer experiences and accelerate business outcomes through intelligent productivity, modern infrastructure, and AI-first capabilities. The Senior 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 reliable, 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 proficient negotiator with reliable 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. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day. 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.
ResponsibilitiesThe Senior Commercial Executive are responsible for the following: 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. 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.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 defines walk-away positions).Consults with leaders on rhythm of negotiation team planning and reporting to stakeholders. Utilizes the strategy for the negotiation approach by engaging with key 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. In-depth and strategic understanding of Microsoft licensing programs and contracting.OtherEmbody our culture and values | |