Overview
Commercial Executive（CE）は、官公庁・自治体・公共機関のお客様に対し、契約、価格、条件、コンプライアンスを含む 商流全体の責任者として、最適かつ持続可能な商業モデルを設計・交渉・実行するロールです。Account Executive（AE）が「Why Microsoft」を、Specialistが「Why a specific solution」を担う中で、CEは 「How to maximize value from the commercial deal」 をリードし、お客様とMicrosoftの双方にとって最大の価値を生み出す契約・商流の在り方を導きます。 Public Sector特有の調達制度、会計ルール、コンプライアンス要件を深く理解した上で、EA / ESA / MCA-E などの複雑かつ非標準な契約構成を含む商談を主導し、リスク管理と長期的価値創出の両立を実現します。 また、AE、Specialist、Deal Desk、Finance、Legal、パートナーなどと横断的に連携し、単発の取引に留まらず、更新・拡張・アニュイティを見据えた中長期的な商流戦略を推進します。 CEは、日本の公共サービスを支えるデジタルトランスフォーメーションを、「商流・契約」という最前線から支える、極めて影響力の高いポジションです。
Responsibilities
- Serve as the end-to-end commercial owner for Public Sector accounts, leading the design, negotiation, and execution of complex commercial models across contracts, pricing, terms, and compliance to maximize value for customers and Microsoft.
- Act as a trusted advisor by translating customer business needs and Public Sector requirements into sustainable commercial strategies, pricing proposals, and negotiation approaches, ensuring ethical and compliant deal execution.
- Lead and orchestrate cross-functional collaboration with Account Executives, Specialists, Deal Desk, Finance, Legal, and partners to deliver high-quality, on-time deals and long-term commercial outcomes.
- Shape and negotiate complex and non-standard agreements, balancing risk management, compliance, and profitability while supporting customer procurement and fiscal constraints.
- Proactively identify and develop growth opportunities across the deal lifecycle, including renewals, upsell, cross-sell, and expansion scenarios, with a focus on annuity and cloud growth.
- Drive lifecycle-oriented commercial planning by aligning deal structures to customer priorities, budget cycles, and renewal strategies to enable long-term value realization.
- Ensure adherence to Microsoft commercial policies, regulatory requirements, and governance standards, while identifying, assessing, and escalating commercial and contractual risks as needed.
- Contribute to overall team success by fostering strong collaboration, sharing best practices, and supporting continuous improvement across sales and partner ecosystems.
Qualifications
Required Upon Hire and Critical/Important
- Conflict Resolution The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
- English Language Proficiency The ability to understand English when giving instructions and directions
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.**