Overview
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.The Small and Medium Business (SMB) segment within SME&C is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience. ** Commercial Executive** role operates at the intersection of commercial strategy, negotiation, and customer transformation in a fast-paced, high-accountability environment. The Commercial Executive is expected to demonstrate thought leadership in complex deal making, applying creativity, commercial acumen, and strategic insight to design innovative deal structures that balance customer outcomes with Microsoft business objectives. Success in this role requires exceptional negotiation skills, the ability to influence senior stakeholder decisions, and the confidence to navigate ambiguity, resolve complex commercial challenges, and drive agreement to close.This role covers LATAM SMB.To be successful, you must have a deep understanding of Microsoft licensing, the partner ecosystem, the solutions we sell. You will support our LATAM SMB segment with partners to help them contract the best solution for their needs, in a scale model.
This role is flexible and you can work up to 100% from home.Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
**Core Responsibilities
****Commercial Strategy & Deal Leadership ***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
**Negotiation & Governance ***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
**Customer & Partner Advisory ***Act as a trusted advisor to customers and partners on licensing strategy, procurement pathways, and programmatic alignment *Navigate policy-driven scenarios *Support long-term planning for customers balancing cost, access, and scalability
**Cross-Functional Orchestration ***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
****Revenue & Business Impact ***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
**Scale & Portfolio Complexity ***Manage **high-volume SMB LATAM portfolios ***Prioritize through structured intake and standardized execution models *Prioritization of top customer relationships to ensure proactive communication regarding licensing and program changes, on time anniversary and renewal order placements and timely resolution of issues to ensure customer satisfaction.
**Partner-Led Motion ***Operate within a **primarily partner-driven ecosystem ***Focus on enablement over ownership—teaching partners to execute at scale while maintaining compliance oversight
**Policy & Compliance Focus ***Navigate strict licensing rules, eligibility requirements, and program governance *Frequently manage exceptions, interpretation of policy, and audit/compliance risk
**Framework & Consortium Dynamics ***Support large frameworks (state systems, consortia, multi-institution agreements) *Balance equity, pricing consistency, and institutional autonomy
Qualifications
Required Qualifications (RQs)
Bachelor’s Degree in Business Administration, Sales, Marketing, Accounting, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 8+ years experience in sales, marketing/advertising, in high performance sales and technical-sales teams, OR equivalent experience.
3+ years professional experience in a related field such as technical sales, licensing and contracting, cloud computing.
This role requires proficiency in written, reading, and conversational English and Spanish or Brazilian Portuguese.
**Preferred Qualifications (PQs) Skills and Capabilities **
Strong communication, influencing, and analytical skills, with the ability to translate complex commercial concepts into clear, actionable insights for a wide range of stakeholders.
Strong commercial negotiation skills, with the ability to develop and execute strategies that balance customer priorities, business objectives, and long-term growth.
Commercially astute and comfortable working with financial concepts, using data-driven analysis and scenario planning to inform decision-making and shape deal outcomes.
Highly collaborative, with a proven ability to lead through influence, orchestrate cross-functional teams, and drive alignment across complex stakeholder groups.
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.**