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Senior Commercial Executive

Microsoft· Commercial Sales
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Hybrid (United States)$133k - $222.7kFull-timePosted 1w ago

About the role

Senior Commercial Executive (Individual Contributor) responsible for leading commercial strategy and execution for highly complex Defense Industrial Base (DIB) customers, owning deal strategy, risk management, and long-term customer value in a regulated environment. Non-people-manager role with enterprise-level scope.

Responsibilities

  • Own and lead the commercial strategy for highly complex and high-impact DIB accounts, often involving large deal sizes, long sales cycles, and elevated risk.
  • Shape multi-year, multi-affiliate, and non-standard deal constructs, balancing growth, margin, compliance, and customer outcomes.
  • Serve as the senior commercial authority on assigned accounts guiding strategy well before formal negotiations begin.
  • Lead executive-level negotiations with customer procurement, legal, and business leaders.
  • Independently assess and manage financial, contractual, and compliance risk, escalating only when appropriate and with well-formed recommendations.
  • Exercise strong commercial judgment on pricing, investments, concessions, and non-standard terms to protect Microsoft’s long-term interests.
  • Apply deep understanding of DIB customer environments, including regulatory sensitivity, government adjacency, and security-driven workload considerations.
  • Advise account teams on appropriate commercial approaches across commercial and government cloud environments, aligned to customer mission needs.
  • Navigate complex customer structures (subsidiaries, global entities, joint ventures) common in the defense ecosystem.
  • Influence senior stakeholders across Sales, Finance, Legal, Deal Desk, and Policy without formal authority.
  • Act as a commercial thought leader and mentor to peers and account teams, raising the overall commercial bar within the DIB OU.
  • Resolve ambiguity and unblock deals by driving alignment across competing priorities.
  • Maintain rigorous forecast accuracy, pipeline discipline, and deal hygiene for high-stakes opportunities.
  • Ensure all agreements are audit-ready, compliant, and executed with precision.
  • Capture and apply insights from complex deals to improve future commercial strategy and execution.

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.

Skills

Required:Commercial strategyNegotiationRisk management

Benefits

  • Benefits described in job description: eligible for benefits and other compensation. See provided link for details.
Last updated Oct 16, 2026. Interested? Apply on the company site.

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