Senior Commercial Executive

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.

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.

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+