Commercial Executive – Commercial Licensing

Job Description

Senior Commercial Executive | Microsoft

The Tone:
This is a full-time role at Microsoft, located across the U.S. Microsoft builds technology and services that empower every person and organization on the planet to achieve more. This role is crucial for shaping the future of business by redefining how organizations adopt technology through AI-powered sales and strategic licensing. It is an opportunity to join a diverse, high-performing team focused on collaboration, connection, and continuous learning within a digital-first environment.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Across the U.S.
• Pay: $107600–$187500 yearly
• Team: Small Medium Enterprises and Channel (SME&C) sales team
• Mission: This person owns Volume Licensing opportunities, designing and proposing solutions, negotiating terms, and optimizing deals to balance customer value with Microsoft’s business objectives.

What You’ll Actually Do
• Lead commercial constructs: Guide internal and external sales and management teams to develop commercial structures that optimize investment and customization for Volume Licensing opportunities.
• Negotiate complex terms: Define, strategize, and negotiate complex commercial terms and pricing, leading the approach by engaging with relevant stakeholders.
• Ensure deal compliance: Uphold commercial solutions policy, local regulatory laws, company policies, and internal guidelines for consistent and compliant deal execution.
• Foster strategic relationships: Cultivate trusted relationships with key customer stakeholders, partners, and Account Teams to help achieve customer business goals and Microsoft revenue targets.
• Drive revenue growth: Identify and pursue opportunities for upselling and cross-selling, developing strategic plans to maximize the value of Volume Licensing across the sales office.

The Must-Haves
• Background: Bachelor’s Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education, or a related field.
• Experience: 7+ years of sales and negotiation experience or related work.
• Skills: Ability to speak comfortably at all organizational levels, from CxO to procurement, capacity to make strategic choices for customers based on their commercial needs, and a strategic, long-term mindset to analyze data for trends, risks, and opportunities.
• Bonus: An in-depth and strategic understanding of Microsoft licensing programs and contracting, or a Master’s Degree combined with 6+ years of relevant experience.