Microsoft

Senior Commercial Executive

Microsoft$107K — $187K *
Fargo, ND 58103In-Person
Enterprise Technology
5 - 7 years of experience
Job Overview by Ladders

Qualifications

  • Bachelor's Degree in Business Management, IT, Law, Marketing, Finance, Communication, Education or equivalent plus 5+ years of sales and negotiation experience, or 7+ years of related experience or internship.
  • Master's Degree in a related field with 6+ years sales and negotiation experience preferred.
  • Experienced professional comfortable engaging with stakeholders from CxO to procurement teams.
  • Strong strategic thinker with ability to analyze data for trends and risks.
  • Collaborative team player with the ability to build trusted relationships.

Responsibilities

  • Lead sales teams through deal execution to optimize investment and customization.
  • Negotiate complex commercial terms and define negotiation strategies with stakeholders.
  • Ensure compliance with regulatory laws and company policies during deal execution.
  • Develop trusted relationships with key customer stakeholders and partners.
  • Identify opportunities for revenue growth through upselling and cross-selling.

Benefits

  • Comprehensive health plans including medical, dental, and vision coverage.
  • Retirement savings plan with employer matching.
  • Opportunities for continuous learning and professional development.
  • Flexible work arrangements to support work-life balance.
Full Job Description
Overview

The Commercial Executive (CE) is a sales professional who owns Volume Licensing (VL) opportunities from solution development through deal closure and processing. In this role, you will partner with internal and external sales teams to understand the needs of Microsoft's Small and Medium Enterprise customers, design and propose the right licensing solutions, and negotiate pricing and contract terms that balance customer value with Microsoft's business objectives. You will serve as a trusted licensing advisor in complex scenarios, act as an escalation point for discount and contractual concession requests and use your delegated approval authority to help close compliant, high-quality deals on time. In addition to achieving sales and execution targets, you will identify opportunities to grow revenue through upselling and cross-selling and develop strategic plans that maximize the value of VL across the sales office. Success in this role requires curiosity, a commitment to continuous learning, and the ability to bring Microsoft's mission-to empower every person and every organization on the planet to achieve more-to life.

Responsibilities

Deal Making
  • Lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization. Optimize deal customization leveraging price and non-price concessions. Identify business opportunities which vary based on deal lifecycle and artificial intelligence (AI). Take relevant steps to make sure deal execution is successful.

Negotiation
  • Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
  • Ensures adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making

Collaboration
  • Develop trusted relationships with key customer stakeholders, partners, Account Team in order to help our customers deliver their business goals and achieve Microsoft revenue targets.


Qualifications
Required/minimum 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.


Additional or preferred qualifications

  • 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.
  • Experienced sales and negotiation professional
    • Comfortable speaking at all organizational levels, from the CxO to the procurement / purchasing teams.
    • Ability to make solid choices for the customer based on their commercial strategic needs.
  • Strategic, long-term thinker able to analyze data to identify trends, risks and opportunities.
    • Team player and highly collaborative.
    • In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.


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.

About Microsoft

Microsoft is an American multinational corporation that develops, manufactures, licenses, supports, and sells a range of software products and services. Microsoft’s devices and consumer (D&C) licensing segment licenses the Windows operating system and related software, Microsoft Office for consumers, and the Windows Phone operating system. The company’s computing and gaming hardware segment provides Xbox gaming and entertainment consoles and accessories, second-party and third-party video games, and Xbox Live subscriptions; surface devices and accessories; and Microsoft PC accessories. Its phone hardware segment offers Lumia smartphones and other non-Lumia phones. Its D&C segment provides Windows Store, Xbox Live transactions, and Windows phone store; search advertising; display advertising; Office 365 Home and Office 365 Personal; first-party video games; and other consumer products and services as well as operating retail stores. Microsoft’s commercial licensing segments license server products, including Windows Server, Microsoft SQL Server, Visual Studio, System Center, and related Client Access Licenses (CALs); Windows Embedded; Windows operating system; Microsoft Office for business, including Office, Exchange, SharePoint, Lync, and related CALs; Microsoft Dynamics business solutions; and Skype. Its commercial segment offers enterprise services, including premier support services and Microsoft consulting services; commercial cloud comprising Office 365 Commercial, other Microsoft Office online offerings, Dynamics CRM Online, and Microsoft Azure; and other commercial products and online services. The company markets and distributes its products through original equipment manufacturers, distributors, and resellers, as well as online.

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Learn more about Microsoft
Size
181,000 employees
Market Cap
$1,762.4 billion
Industry
Net Income
$51.3 billion
Founded
1975
5 Year Trend
+15.5%
Revenue
$153.2 billion
NASDAQ

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