Bogotá, Colombia; Lima, Peru; Ciudad de México, Mexico; San José, Costa Rica; São Paulo, Brazil
Full job description
The Commercial Executive role at SME&C leads commercial strategy, deal structuring, and execution for LATAM SMB portfolios. Responsibilities include negotiating complex licensing agreements, aligning cross-functional teams, advising customers and partners on licensing and procurement, managing compliance and policy, and driving revenue retention and growth. Requires 8+ years in sales or technical sales, 3+ years in licensing or cloud computing, proficiency in English and Spanish or Portuguese, strong negotiation and communication skills, and ability to work remotely. Locations include São Paulo, San José, Bogotá, México D.F., and Lima.
What you'll do
Lead end-to-end commercial strategy, deal structuring, and execution across renewal and growth motions
Design scalable, compliant commercial constructs aligned to customer objectives and Microsoft priorities
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Optimize pricing, concessions, and investment strategies to balance customer value with business outcomes
Serve as the lead negotiator for complex licensing agreements
Drive alignment across Sales, Finance, Legal, and Deal Desk on terms, pricing, and risk mitigation
Ensure all deals meet Microsoft compliance standards and contractual requirements
Act as a trusted advisor to customers and partners on licensing strategy, procurement pathways, and programmatic alignment
Navigate policy-driven scenarios and support long-term planning for customers balancing cost, access, and scalability
Partner across Microsoft’s ecosystem and external partners to drive deal execution
Align stakeholders to a unified commercial strategy across high-complexity scenarios
Enable partner-led motions by providing clear commercial direction and guardrails
Drive renewal success, revenue retention, and growth opportunities across assigned portfolio
Identify and unlock expansion through new offerings
Balance short-term deal success with long-term customer health and sustainability
Manage high-volume SMB LATAM portfolios
Prioritize through structured intake and standardized execution models
Prioritize top customer relationships for proactive communication and timely resolution of issues
Operate within a primarily partner-driven ecosystem focusing on enablement over ownership
Navigate strict licensing rules, eligibility requirements, and program governance
Manage exceptions, interpretation of policy, and audit/compliance risk
Support large frameworks such as state systems, consortia, multi-institution agreements
Balance equity, pricing consistency, and institutional autonomy
Requirements
Bachelor’s Degree in Business Administration, Sales, Marketing, Accounting, Computer Science, Engineering, Business Management, Economics, or related field
8+ years experience in sales, marketing/advertising, in high performance sales and technical-sales teams, OR equivalent experience
3+ years professional experience in technical sales, licensing and contracting, cloud computing
Proficiency in written, reading, and conversational English and Spanish or Brazilian Portuguese
Strong communication, influencing, and analytical skills
Strong commercial negotiation skills
Commercially astute with financial concepts and data-driven analysis
Highly collaborative with ability to lead through influence and orchestrate cross-functional teams
Tech stack
Microsoft licensingcloud computing
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