OverviewThe Federal Commercial Executive is Microsoft's commercial strategy lead, trusted advisor, and negotiation owner for complex U.S. Federal customer engagements. This role partners with account teams, specialist sellers, partners, finance, legal, operations, Deal Desk, and senior customer stakeholders to structure compliant, customer-centric commercial solutions that accelerate mission outcomes and Microsoft growth.
The Federal CE leads commercial planning, deal strategy, pricing scenarios, renewals, amendments, investment decisions, risk assessment, and negotiation execution across enterprise agreements, cloud transformation opportunities, AI-enabled solutions, security, Modern Work, Azure, and other strategic Microsoft priorities. The role balances Federal mission needs, procurement realities, regulatory requirements, Microsoft policy, profitability, and long-term customer value
ResponsibilitiesCommercial Deal Leadership- Lead commercial strategy for complex Federal opportunities, renewals, amendments, expansions, and transformational cloud deals.
- Develop customer-centric commercial constructs that align mission outcomes with Microsoft revenue, consumption, annuity, and share-growth objectives.
- Build pricing scenarios, multiple equivalent offers, concession strategies, and investment recommendations.
- Ensure deal structures are executable, compliant, profitable, and aligned to customer procurement requirements.
- Anticipate upcoming renewals and develop commercial plans that support timely, high-quality deal execution.
Negotiation Strategy and Execution- Own or co-lead negotiation strategy with account teams, Deal Managers, and senior stakeholders.
- Define negotiation objectives, customer value drivers, fallback positions, walk-away positions, and escalation paths.
- Engage directly with customer procurement, business, technical, and executive stakeholders.
- Handle objections, clarify commercial terms, and negotiate contractual amendments within empowerment.
- Drive accountability for negotiation outcomes and maintain momentum through close.
Federal Customer and Partner Engagement- Serve as a trusted commercial advisor to Federal customers and internal sales leadership.
- Understand Federal acquisition cycles, mission priorities, contracting constraints, partner/channel dynamics, and compliance obligations.
- Represent customer and partner requirements in commercial proposals while protecting Microsoft policy and business principles.
- Orchestrate support from partners, CSPs, services, finance, CELA, operations, and technical teams to resolve commercial issues.
- Translate complex licensing, pricing, and contracting concepts into clear customer-ready recommendations.
Revenue Growth and Sales Execution- Contribute to account and territory planning for strategic Federal accounts.
- Identify upsell, cross-sell, cloud expansion, Copilot, AI, Security, and transformational growth opportunities.
- Use pipeline metrics, close rates, competitive insights, customer history, consumption data, and AI-enabled analysis to improve deal quality and velocity.
- Support achievement of revenue, consumption, renewal, and share-growth targets.
- Ensure the appropriate value proposition, deployment considerations, and lifecycle management plan are reflected in the deal strategy.
Compliance, Governance, and Risk Management- Drive adherence to Microsoft commercial policy, regulatory requirements, ethical selling practices, and local market guidance.
- Identify and assess risks related to profitability, legal terms, partner/channel structure, contracting, concessions, compliance, and deal execution.
- Escalate risks through appropriate channels and partner with Deal Execution Compliance, audit, finance, CELA, and business conduct teams as needed.
- Coach account teams on compliant deal-making and reinforce a culture of integrity, accountability, and policy discipline.
- Protect confidential information and apply appropriate security classification to internal and customer-facing materials.
Leadership and Collaboration- Lead cross-functional teams without direct authority to resolve blockers and land outcomes.
- Create clarity across account teams, leadership, partners, and support organizations.
- Share best practices, improve commercial processes, and support onboarding or coaching of other Commercial Executives.
- Build durable stakeholder trust through judgment, responsiveness, commercial expertise, and executive presence.
QualificationsRequired Qualifications- 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.
Other QualificationsSecurity Clearance Requirements: Candidates must be able to meet Microsoft, customer and/or
government security screening requirements are required for this role. These requirements include,
but are not limited to the following specialized security screenings:
Classified as Microsoft Confidential
• The successful candidate must have an active U.S. Government Top Secret/SCI Security Clearance.
Ability to meet Microsoft, customer and/or government security screening requirements are
required for this role. Failure to maintain or obtain the appropriate clearance and/or customer
screening requirements may result in employment action up to and including termination.
• Clearance Verification: This position requires successful verification of the stated security
clearance to meet federal government customer requirements. You will be asked to provide
clearance verification information prior to an offer of employment.
• Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud
background check upon hire/transfer and every two years thereafter.
• Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due
to citizenship-based legal restrictions. Specifically, this position supports United States federal,
state, and/or local United States government agency customer and is subject to certain
citizenship-based restrictions where required or permitted by applicable law. To meet this legal
requirement, citizenship will be verified via a valid passport, or other approved documents, or
verified US government Clearance
Preferred Qualifications- Master's degree in Business Management, Information Technology, Law, Marketing, Finance, or related field.
- 9+ years of enterprise sales, negotiation, commercial licensing, public sector contracting, Federal sales, deal desk, finance, procurement, or related experience.
- Experience structuring complex enterprise agreements, cloud commitments, amendments, renewals, or transformational technology deals.
- Knowledge of Microsoft licensing programs, cloud services, AI, Security, Modern Work, Azure, Copilot, and public sector procurement models.
- Strong executive presence with experience influencing senior internal and external stakeholders.
- Demonstrated ability to balance customer outcomes, compliance, profitability, and revenue growth.
Core Skills
- Commercial negotiation
- Licensing and contracting strategy
- Federal/public sector business acumen
- Deal modeling and pricing scenarios
- Risk and compliance management
- Executive stakeholder influence
- Cross-functional leadership
- Pipeline and renewal management
- Customer-centric offer development
- Ethical selling and policy governance
- AI-enabled business analysis
- Clear written and verbal communication
Success Measures
- Land compliant, profitable, high-quality Federal deals on time.
- Improve renewal execution, deal velocity, and commercial predictability.
- Grow Microsoft cloud, AI, Security, and strategic workload adoption.
- Increase customer value while meeting revenue, consumption, and share-growth goals.
- Reduce commercial risk and improve policy adherence.
- Build trusted relationships with Federal customers, partners, account teams, and Microsoft leadership.
Commercial Sales IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
