Job Requirements
Redmond, WA
Top Secret/SCI Polygraph Unspecified
Career Level not specified
$107,600 - $187,500
Job Description
Overview
The 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
Responsibilities
Commercial 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.
Qualifications
Bachelor's degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education, or related field, and 5+ years of sales, negotiation, commercial deal-making, contracting, licensing, finance, or related experience; or
- 7+ years of sales, negotiation, commercial, contracting, licensing, finance, or equivalent experience
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.
The 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
Responsibilities
Commercial 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.
Qualifications
Bachelor's degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education, or related field, and 5+ years of sales, negotiation, commercial deal-making, contracting, licensing, finance, or related experience; or
- 7+ years of sales, negotiation, commercial, contracting, licensing, finance, or equivalent experience
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.
group id: microwa