Commercial Sales

The  Commercial Executive is a strategic negotiator within Microsoft's Enterprise Commercial organization, responsible for leading deal-making, negotiation, and collaboration activities to drive revenue growth and customer success.This role acts as a trusted advisor on commercial activities and contracting, leading internal and external sales through commercial construct and deal value proposition, while optimizing the right level of investment and customization. The Commercial Executive plays a key role in supporting AI transformation across accounts, maximizing business opportunities with new offerings (such as Copilot), and ensuring compliant, on-time deal execution. As a trusted advisor, the CE crafts and negotiates commercial solutions that are both compliant and profitable, aligning customer needs with Microsoft's business goals. The role involves leading deal-making processes, optimizing customization through price and non-price concessions, defining complex negotiation strategies, and building trust-based relationships with stakeholders across customer, partner, and internal teams. The CE serves as a lead point for escalations and negotiations, develops and models commercial options, drives creative and transformative deal strategies, and continuously seeks revenue growth opportunities through up-selling and cross-selling — with a strong focus on supporting  AI Transformation  in every account (Copilot and new offerings). Success is measured by impact on customer commercial strategy, achievement of quota and consumption targets, timely renewals, and compliant deal execution.

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 that vary based on deal lifecycle and AI (Copilot and new offerings). Create and manage the commercial plan / contribute to the account plan for strategic accounts, mapping how to maximize qualified medium-to-complex commercial opportunities. Analyze customer commercial opportunity history, including discounts, concessions, and consumption across the territory. Anticipate and verify upcoming renewals; lead renewal processes with account teams to maximize on-time revenue and recapture rate. Construct compliant commercial solutions to maximize renewals. Identify renewal opportunities during account planning; inform strategy, coach sellers, accelerate adoption, and address deal blockers. Close eligible workloads and expiring contracts Adopt Deal Agent and adhere to Tranche Framework when launched. Take all relevant steps to ensure deal execution is successful. Negotiation Define and negotiate complex commercial terms; lead the strategy for the negotiation approach by engaging with stakeholders. Partner with leaders when negotiating complex commercial terms, in collaboration with the account team and deal manager. Understand stakeholders and priorities; leverage formal negotiation strategies, anticipate potential vulnerabilities, understand customer measurement of value, and define walk-away positions. Consult with leaders on rhythm of negotiation team planning and reporting to stakeholders. Act as Trusted Advisor and Negotiation SME for deals negotiated by AEs or other stakeholders. Drive accountability for negotiation outcomes. Ensure adherence to commercial solutions policy for deal execution, including regulatory laws, local market principles, company policies, and guidance for consistent deal making. Prioritize "configuration" over "customization" in deals of all sizes; validate that a deployment plan is in place. Collaboration Develop trusted relationships with key customer stakeholders, partners, and Account Teams to help customers deliver their business goals and achieve Microsoft revenue targets. Demonstrate in-depth and strategic understanding of