Sr Commercial Executive

• 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

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

• 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