Overview
The** Commercial Executive** is a trusted advisor to ANZ enterprise customers, responsible for leading the design and execution of complex commercial strategies across large, multi‑year agreements. Partnering closely with Account Teams, customers, and internal stakeholders, the Commercial Executive ensures commercial solutions are compliant, profitable, and aligned to customer business outcomes, while navigating the regulatory, procurement, and market dynamics specific to Australia and New Zealand.
Responsibilities
Deal Making
- Leverage deep understanding of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods.
- Develop, model, and present pricing scenarios and commercial proposals.
- Lead internal and external sales and management teams through complex commercial constructs, optimizing the level of investment and customization.
- Optimize deal structures using both price and non‑price concessions.
- Craft and execute close plans aligned to customer buying motions, renewals, and negotiations.
- Align commercial and renewal language to customer understanding and decision‑making processes.
Negotiation
- Define and lead negotiation strategies for complex commercial terms across licensing, contracts, and renewals.
- Engage and influence senior stakeholders, including customer executives and procurement teams.
- Ensure appropriate monetization of commercial solutions while balancing customer and Microsoft priorities.
Collaboration & Customer Partnership
- Build trusted relationships with key customer stakeholders, partners, and Account Teams.
- Act as a commercial thought partner to help customers achieve their business outcomes while delivering Microsoft revenue targets.
- Serve as a trusted advisor on how licensing and contracting approaches should evolve to meet customer needs.
- Provide structured feedback to corporate teams to help improve and simplify commercial and contractual constructs
Compliance & Governance
- Ensure all deals comply with Microsoft policies, approval frameworks, and governance requirements.
- Partner with legal, finance, and deal desk teams to ensure contracts accurately reflect the totality of the agreement and are properly approved and documented
Qualifications
Key Capabilities
- 8+ years of seasoned negotiation and commercial strategy expertise.
- Strategic thinking with strong execution discipline.
- High levels of customer empathy and executive presence.
- Ability to balance customer value, revenue growth, and risk management.
Qualifications & Experience
- 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.
- 5+ years of proven experience in complex enterprise deal making, commercial negotiations, and pricing strategy.
- Strong understanding of enterprise licensing, contracting, and commercial constructs.
- Comfortable operating in ambiguous environments and navigating sophisticated customer negotiations.
- Ability to communicate effectively across all organizational levels, including C‑suite and procurement teams.
- Demonstrated collaboration skills with cross‑functional sales, legal, finance, and operations teams.
- Strong business judgment with a compliance‑first mindset.
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.**