Commercial Sales Executive

Overview We envision a world where passionate innovators come together to collaborate, taking the sales to the next level and taking their careers to places they simply couldn’t do anywhere else. The Manufacturing & Mobility organization within Microsoft Americas Enterprise is focused on simplifying complex challenges and empowering customers to transform their businesses.

MFM drives innovation across cloud, AI, and business applications by co-innovating with customers and partners, emphasizing trust, empathy, and inclusive growth. It supports a diverse portfolio of high-tech pursuits, discrete and process manufacturing, and mobility industry providers, with strategic programs that span across the U.S., EMEA, and APAC regions.

MFM’s mission is to elevate customer experiences and accelerate business outcomes through intelligent productivity, modern infrastructure, and AI-first capabilities.

The Commercial Sales Executive role is a strategic and customer-facing position designed to lead the commercial strategy and execution for Microsoft’s customers in the United States. As a trusted advisor, the CE is responsible for crafting and negotiating commercial solutions that are both compliant and profitable, while aligning with customer needs and Microsoft’s business goals.

The role involves leading deal-making processes, optimizing customization through price and non-price concessions. It also includes defining complex negotiation strategies and building strong, trust-based relationships with stakeholders across customer, partner, and internal teams. Success is measured by impact on customer strategy, achievement of quota and consumption targets, timely renewals, and compliant deal execution.

The ideal candidate is a negotiator with strong strategic thinking, and the ability to simplify complex legal and commercial constructs. Collaboration, adaptability, and a deep understanding of Microsoft Services and licensing programs are key to thriving in this role.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more, and we’re dedicated to this mission across every aspect of our company. Our culture is centered on embracing a growth mindset and encouraging teams and leaders to bring their highly qualified contributions each day. Join us and help shape the future of the world.

Responsibilities

Deep Proactive Engagement

Leverages knowledge of best practices and strategies to accomplish goals. Understands nuances of product strategy per solution area. Leads analysis competitive positioning and use cases.

Possesses and utilizes knowledge of industry, competition, and Microsoft offering to accomplish goals. Mentors peers and provides recommendations to align pricing and offers commercial strategies to meet customer needs. Provides strategic guidance and tactical plans internally and externally.

Demonstrates agility in aligning business strategies within region. Actively pursues learning opportunities and reinforces understanding of local subsidiary strategy. Fosters alignment across teams, especially with regard to aligning Microsoft portfolio and customer business outcomes.

Fosters sharing of best practices and strategies across internal teams (e.g., product groups, field sales force, leadership). Leads initiatives to create clarity in work. Inspires teams to follow through on plans.

Buys engagement from multiple stakeholders to ensure that all Microsoft solution capabilities are represented. Leads internal sales and management teams through sales process optimizing for the right level of investment and customization. Ensures tasks are accomplished across stakeholders with appropriate breadth and depth.

Crafts and presents deals that will process, including any standard or custom amendments and documentation. Secures and leverages internal resources to assist with customer queries regarding contract terms. Leads negotiations of contractual amendments within empowerment.

Develops deal strategies to present offers to clients. Demonstrates strong leadership and engagement with all stakeholders to ensure that their teams are executing effectively while reaching milestones and that all internal stakeholders are aligned on closing to avoid deal delay. Ensures that the appropriate value has been sold and the deployment plan has been considered.

Leverages comprehensive knowledge of sales science and operational acumen (e.g., pipeline metrics, close rates, competitive selling) to lay out a strategic sales execution cadence.

Leverages AI tools to analyze and synthesize multiple data inputs quickly and drives strategic decision making to ensure the best sales and revenue production and velocity through management team.Partners with customer, partner, support, and account teams to ensure value is delivered during lifecycle management planning and ensure that all teams are aligned on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth.

Initiates and develops challenger relationships with customers/partner to understand their priorities and strategies, and structures deals that drive value and contribute to Microsoft growth through attainment of revenue-based, share-based, and/or consumption-based quota independently. Demonstrates empathy with high-level customers and partners.

Grows share and adoption while simultaneously driving business value for customers. Works collaboratively within the customer/partner ecosystem to balance customer/partner and Microsoft needs when crafting value-based solutions. Represents customer and partner requirements in proposals.

Translates requirements into proposals. Provides direction and recommendations to internal stakeholders to help solve customer/partner issues. Leverages knowledge about customer/partner priorities and industry challenges to solve problems.

Validates and translates commercial strategies for customers and partners. Identifies and recommends the right resources to solve partner issues in deals. Fosters and grows senior leader trusted relationships with customers and partners.

Strategically engages with partners (e.g., scale partner, cloud solution provider [CSP]) on effective ways to establish customer solutions for the benefit of all parties.Leverages expertise in customer business needs and desired outcomes and identifies and applies new tools and processes to achieve revenue goals using ethical selling methods. Mentors others on developing pricing scenarios and proposals.

Leverages industry knowledge expertise and leads competitive analyses that substantially contribute to and shape commercial solutions. Acts as a trusted advisor both internally and with customers in the sales process. Ensures appropriate monetization of commercial solutions.

Provides direction and guidance during early engagement, planning and ideation process. Serves as an expert and advises on account territory planning. Crafts and communicates novel and innovative close plan strategies.

Aligns language of renewal or negotiation to customer's understanding. Demonstrates customer understanding. Works within portfolio to gain strategic position.

Drives the creation of best practices for deal making. Builds consistency across deals. Examines deals from different angles (e.g., year over year), models different variables to make the most effective deal.

Presents and speaks at a C-level audience to understand business solutions outside of technology solutions and understands the terminology of working at this level.Engages with and provides tactical direction to sellers and business stakeholders in order to achieve revenue targets. Secures and deploys critical resources (e.g., deal desk, sales support, partners, finance) to drive business outcomes.

Orchestrates high levels of strategic conversations internally or externally. Serves as an expert and resource for others and provides guidance to align commercial strategy to customer needs. Drives the