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Microsoft Corporation Logo Microsoft Corporation · Sales

Senior Commercial Executive

United States, Multiple Locations 107600.00 - 187500.00 USD / Year · Job Posted February 21, 2026
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Job Description

Senior Commercial Executive (Individual Contributor) to lead commercial strategy and execution for highly complex, strategic Defense Industrial Base customers. This role is designed for a senior commercial leader who independently owns some of the most sophisticated deals, negotiations, and risk profiles within the DIB portfolio.

Job Responsibility

  • 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.

Requirements

  • 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+ years sales and negotiation experience OR equivalent experience
  • U.S. citizenship verification via a valid passport

Nice to have

  • Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 6+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 7+ years sales and negotiation experience or related work or internship experience OR 9+ years sales and negotiation experience OR equivalent experience
  • Familiarity with Microsoft cloud offerings, including Azure and Microsoft 365 (commercial and/or government), MACC experience highly preferred
  • Background in enterprise sales, finance, legal, or commercial operations within regulated industries
  • Experience structuring and closing large, multi‑year strategic agreements
  • Strong collaborator who enjoys working with a wide range of personality styles and across various teams and functions
  • Extensive experience leading complex enterprise deal making and negotiations
  • Demonstrated success operating independently in high ambiguity, high risk environments
  • Strong command of commercial frameworks, contracting principles, and governance standards
  • Proven ability to influence senior stakeholders and drive outcomes without authority
  • Strong executive communication and decision making skills
  • High emotional intelligence (EQ), with the ability to navigate ambiguity and build trust across diverse teams
  • Ability to make recommendations and decisions to move the business forward (owner mentality)
  • Commitment to ethical business practices and compliance excellence.
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