Overview

As a Commercial Executive within the Retail & Consumer Goods (RCG) Organization, you will play a strategic role in helping customers and Microsoft achieve successful business outcomes through innovative commercial solutions and deal strategy. Working closely with sales teams, business leaders, customer stakeholders, partners, and internal support organizations, you will shape and execute commercial strategies that accelerate cloud growth, drive revenue, and support long-term customer success.

In this role, you will serve as a trusted advisor on complex commercial engagements, leveraging a deep understanding of customer business objectives, investment priorities, and technology transformation goals to structure solutions that create value for both customers and Microsoft. You will collaborate across account teams to develop commercial plans, optimize deal execution, and ensure opportunities are aligned with customer priorities, budget considerations, and growth objectives.

You will provide leadership throughout the deal lifecycle by identifying risks, evaluating financial and contractual implications, and ensuring compliance with Microsoft policies, regulatory requirements, and commercial best practices. Through strategic analysis, business insight, and strong cross-functional collaboration, you will help drive successful negotiations, maximize customer investment, and support the adoption of Microsoft's cloud and AI-powered solutions.

Success in this role requires strong business acumen, commercial negotiation expertise, financial and contractual analysis skills, and the ability to influence stakeholders across complex enterprise environments. The ideal candidate is a strategic thinker who can balance customer needs, business objectives, and operational excellence while helping customers realize value through Microsoft's technology investments.

Responsibilities

Deep Proactive Engagement

Ensures that customer, partner, support, and account teams deliver value during lifecycle management planning and that they are aligned with teams 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 with minimal guidance. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Proactively identifies and balances customer/partner and Microsoft needs when crafting value-based solutions. Represents customer and partner requirements in proposals. Translates requirements into proposals. Identifies issues and potential recommendations for internal stakeholders to help solve customer/partner issues. Leverages knowledge about customer/partner priorities and industry challenges to solve problems. Simplifies commercial strategies for customers and partners with minimal guidance. Orchestrates the right resources to solve partner issues in deals. Engages with partners (e.g., scale partner, cloud solution provider [CSP]) in effective ways to establish customer solutions for the benefit of all parties independently.

Leverages knowledge of best practices and strategies to accomplish goals. Understands product strategy per solution area. Analyzes competitive positioning and use cases independently. Possesses and utilizes knowledge of industry, competition, and Microsoft offering to accomplish goals. Provides feedback to align pricing and offers commercial strategies to meet customer needs. Provides alternatives and recommendations internally and externally. Demonstrates agility in aligning business strategies within region. Actively pursues learning opportunities and reinforces understanding of local subsidiary strategy. Helps other team members understand Microsoft/customer business strategies and why they are important for accomplishing goals. Creates clarity in their work and encourages others to do the same. Ensures that their peers follow through on plans.

Leads collaborations with sellers and business stakeholders in order to achieve revenue targets. Leverages critical resources (e.g., deal desk, sales support, partners, finance) to drive business outcomes. Contributes to high levels of strategic conversations internally or externally. Proactively engages with others to align commercial strategy to customer needs. Participates in the planning and execution of strategies with partners to ensure that solutions are aligned to customer commercial strategic needs. Applies deep knowledge of commercial solutions and expected outcomes to determine how commercial deals should be constructed to best meet customer needs. Drives accountability in resolving cross-functional issues to successful conclusion. Engages in feedback loop to improve/simplify deal construct to meet business needs or market opportunities. Fosters overall success by driving strong team collaboration, cross segment and cross group collaboration. Leads teams by sharing knowledge, supporting the onboarding of others in the same role, and proactively responding to feedback.

Proactively identifies business opportunities which vary based on deal lifecycle and AI-enabled customer solutions (e.g., upsell/cross-sell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft commercial strategies to seize new opportunities that grow the Microsoft footprint. Proactively consults internal partners to maximize pipeline conversion. Prioritizes execution appropriately. Leverages knowledge to secure upsells that aligns to proven value. Works with account teams to identify growth opportunities and solutions. Creates and utilizes multiple equivalent offers (MEOs) that advances internal alignment and maximize business outcomes. Oversees offers. Demonstrates comprehensive knowledge of monetization of products and solutions. Understands limitations on deal making (e.g., understands when it is appropriate and not appropriate to follow through with a deal). Develops and demonstrates comprehensive knowledge of industry and industry trends. Develops customer-centric offers independently by engaging with and aligning account teams around the deal(s) that they are casting. Partners with account team members to determine how opportunities in the account plan may be most effectively monetized. Builds the best contract structure to enable capitalization on opportunities.

Leads internal sales and management teams through sales process optimizing for the right level of investment and deal customization. Accomplishes tasks across stakeholders with appropriate breadth and depth. Crafts deals that will process, including any standard or custom amendments and documentation independently. Leverages internal resources to assist with customer queries regarding contract terms. Handles objections and negotiates contractual amendments within empowerment as needed. Actively participates in the development of deal strategies to present offers to clients. Engages with stakeholders to ensure that efforts are executed effectively and that milestones are being reached. Ensures that the appropriate value has been sold and that the deployment plan has been considered. Leverages advanced understanding of sales science and operational acumen (e.g., pipeline metrics, close rates, competitive selling) to establish a strategic sales execution cadence. Leverages AI tools to analyze multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team where appropriate. Develops an outlook on upcoming business opportunities for their territory.

Leverages an advanced understanding of customer business needs and desired outcomes to drive revenue growth through ethical selling practices. Develops and presents pricing scenarios and proposals. Builds upon industry knowledge and independently conducts competitive analysis to craft commercial solutions. Acts as a trusted advisor both internally and with customers in the sales process. Ensures appropriate monetization of commercial solutions. Leads early engagement, planning and ideation process in commercial strategy. Coordinates and collaborates with peers and stakeholders to influence account territory planning. Crafts and executes close plan strategies. Contributes to the creation of best practices for deal making. Understands the correct commercial channel and how to leverage it. Leverages Microsoft financing knowledge if applicable to advance commercial deal outcomes. Incorporates principles of ethical selling into tasks. Aligns language of renewal or negotiation to customer's understanding.

Mastering Key Skills

Drives 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. Coaches sales team to ensure compliance. Maintains and ensures others' sales and negotiation strategies adhere to established guidelines, policies, and legal standards. Partners with Deal Execution Compliance (DEC) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively and promptly raises compliance issues as needed through available channels. Supports less experienced team members in addressing compliance investigations. Pre-empt and advises on potential non-compliance issues and redirect appropriately. Serves as a trusted advisor on compliance (e.g., General Data Protection Regulation [GDPR]). Drives a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy). Adheres to security policies and standards, applying proper security classification on internal and customer-facing documentation. Ensures that win/win-compliant deal making occurs while commercial solutions are created.

Develops and manages commercial plan and contributes to account plan for strategic accounts by leveraging AI to map out how to maximize qualified medium in size/scope or complex commercial opportunity for the account. Uses AI tools to analyze customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory. Anticipates and verifies upcoming renewals as appropriate.

Leads or co-leads complex commercial deals. Partners with leaders when negotiating complex commercial terms in collaboration with the account team and Deal Managers. Develops and maintains a deeper understanding of internal and external stakeholders. Leverages formal negotiation strategies and identifies important factors for successfully negotiating (e.g., anticipates potential vulnerabilities, understands customer measurement of value in order to craft commercial solutions to meet those needs defines walk-away positions). Consults with leaders on rhythm of negotiation team planning and reporting to stakeholders. Utilizes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability for negotiation outcome(s).

Analyzes deals for risks related to contract growth, partner channel risk, profitability (supported by deal desk as needed), legal issues, and contracting. Assesses and escalates risk as needed. Coaches others on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal).

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.

Sales experience in the retail and consumer goods industry highly preferred

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.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

About the company

Microsoft develops software, devices, and cloud services. Windows is an operating system that runs on personal computers, Office provides productivity apps, and Azure offers cloud computing and developer tools. The company differentiates itself with a large, integrated ecosystem of software, devices, and services, plus long-standing partnerships with PC makers and a broad enterprise footprint. Its goal is to put a computer on every desk and in every home, and to extend that reach through cloud services, professional networking (LinkedIn), and gaming.

Company Size

10,001+

Company Stage

IPO

Headquarters

Redmond, Washington

Founded

1975

Get referred to Microsoft

See people who can refer or advise you

Simplify's Take

What believers are saying

Azure surpassed $100 billion annual revenue in July 2026, proving hyperscale momentum.
Microsoft Cloud revenue hit $59.3 billion in fiscal Q4 2026, up 27% year over year.
Commercial RPO reached $678 billion, locking in multiyear demand through 2027.

What critics are saying

OpenAI's Dots and GPT-6 Astra challenge Microsoft's agent-control layer by late 2026.
Microsoft cut 4,800 jobs on July 6, 2026, signaling deeper Xbox and commercial strain.
Peter Lee and Ryan Roslansky leave in 2026, weakening leadership continuity across AI and productivity.

What makes Microsoft unique

Microsoft owns Azure, Office, GitHub, LinkedIn, and Defender under one enterprise stack.
Microsoft 365 Copilot reached 30 million paid seats by July 2026.
Fabric, Foundry, and Entra turn Microsoft into the default AI control plane.

Help us improve and share your feedback! Did you find this helpful?

Benefits

Health Insurance

Dental Insurance

Vision Insurance

401(k) Company Match

Professional Development Budget

Conference Attendance Budget

Flexible Work Hours

Remote Work Options

Growth & Insights and Company News

Headcount

6 month growth

↑ 0%

1 year growth

↑ 0%

2 year growth

↑ 0%

Yahoo Finance

Oct 1st, 2026

LinkedIn ex-CEO Ryan Roslansky to leave Microsoft in 2026 amid executive departures

Ryan Roslansky, Microsoft's executive vice president and former LinkedIn CEO, will leave the company at the end of 2026. Roslansky, who joined LinkedIn in 2009 and became CEO in 2020, cited family ties to the San Francisco Bay Area as his reason for departing. He will remain as an adviser to Microsoft CEO Satya Nadella through December. His exit follows a string of executive departures at Microsoft, including gaming chief Phil Spencer and Office executive Rajesh Jha. Roslansky moved into Microsoft 365 oversight earlier this year after Dan Shapero became LinkedIn's CEO. During Roslansky's six-year tenure leading LinkedIn, membership grew from 700 million to 1.3 billion users. LinkedIn posted 11% revenue growth for Microsoft's most recent fiscal year.

Associated Press

Oct 1st, 2026

askpolly integrates with Microsoft Copilot Cowork to combine social insights with sales data

askpolly, an AI-powered market research platform, has integrated with Microsoft Copilot Cowork, allowing companies to combine social insights with sales data without uploading sensitive information to the cloud. The Ottawa-based company converts organic social media conversations into statistically valid market research in as little as two minutes. Through askpolly's API, users can merge social data with sales information directly within Microsoft Dynamics 365, Power BI, or Copilot. The platform filters out bots, influencers, and paid content before creating representative samples matched to census demographics, with underlying data refreshing every 24 hours. Anyone with a current Copilot subscription can download askpolly through Microsoft Marketplace. The platform is trusted by more than 200 companies for audience analysis, message testing, and sales forecasting.

Yahoo Finance

Oct 1st, 2026

Elizabeth Warren demands answers as Amazon, Google, Meta and Microsoft claim $96B in AI tax breaks

Senator Elizabeth Warren is demanding answers from Amazon, Google, Meta, and Microsoft over $96 billion in lost federal revenue from AI-related tax breaks. Despite reporting massive revenues in Q2 2026, the tech giants saw significant tax reductions last year. Amazon paid $7.8 billion less in tax, Meta nearly $7 billion less, whilst Microsoft and Alphabet each qualified for roughly $19 billion in tax cuts. The companies are benefiting from provisions in Trump's One Big Beautiful Bill Act, including 100% bonus depreciation for AI data centres and expanded R&D tax credits. Corporate tax revenues have dropped 23% this year, largely due to these AI tax breaks. Warren and fellow lawmakers have sent letters to the companies' CEOs questioning the tax breaks and their lobbying efforts, arguing the costs have been imposed on American families through cuts to Social Security and other programmes.

The Information

Sep 30th, 2026

Microsoft Science President Peter Lee to step down amid string of senior exits

Microsoft Science President Peter Lee is stepping down from the company, he announced on Wednesday. Lee, a veteran who led Microsoft's internal research unit for several years, is the latest senior executive to depart this year. The announcement follows other high-profile exits in 2025, including Office and Windows boss Rajesh Jha and Xbox CEO. Lee's departure marks a continuation of significant leadership changes at the technology giant, though no details about his future plans or replacement have been disclosed.

PR Newswire

Sep 30th, 2026

Patriot Consulting offers free ISOC cost evaluation and launches seven MXDR365 agents for Microsoft's new Integrated Security Operations Center

Patriot Consulting has launched a free cost evaluation service for Microsoft's new Integrated Security Operations Center (ISOC), aimed at Microsoft 365 E5 and E7 customers. ISOC integrates SIEM capabilities into Microsoft Defender, offering 90 days of data retention from 15 November 2026 and a $2.40 per GB ingestion rate for non-Microsoft data starting 1 October 2026. The evaluation compares organisations' current licensing, log volumes and tiering against ISOC's pricing to provide tenant-specific recommendations. Patriot guarantees quotes within 24 hours and may leverage Microsoft funding to offset consulting fees. Patriot also offers MXDR365, a 24x7 managed detection and response service featuring seven proprietary agents and automated playbooks for threat intelligence, hunting, log analysis and identity protection. The service works alongside ISOC's unified signals and context platform.

Microsoft

Commercial Executive

About the job

Deep Proactive Engagement

Mastering Key Skills

Required/minimum qualifications

Additional or preferred qualifications

About the company

Get referred to Microsoft

Simplify's Take

What believers are saying

What critics are saying

What makes Microsoft unique

Benefits

Growth & Insights and Company News

6 month growth

1 year growth

2 year growth