Commercial Executive

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
• 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