{"id":1282405,"url":"https://alion.io/job/microsoft-senior-commercial-executive","title":"Senior Commercial Executive","company":{"id":18,"name":"Microsoft","domain":"microsoft.com","url":"https://alion.io/company/microsoft","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Eightfold","truth_index":{"grade":"B","score":77,"open_postings":216,"ghost_share":0,"stale_share":0.912,"repost_share":0,"time_to_fill_p50_days":28,"computed_at":"2026-10-20T05:45:00Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":107600,"max":187500,"currency":"USD","period":"year","gross":null,"usd_annual":187500},"salary_estimate":null,"experience_years_min":9,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Azure","optional":true}],"status":"live","first_seen_at":"2026-09-23T20:10:00Z","employer_posted_date":"2026-10-06","last_verified_at":"2026-10-20T03:53:46Z","board_verified":true,"closed_at":null,"days_open":26,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":26},"description":"OverviewAbout the Defense Industrial Base (DIB) Organization:\nCome join Microsoft’s U.S. Public Sector Industries Defense Industrial Base team-where mission meets innovation. The DIB Operating Unit (OU) is a newly formed organization with a bold mandate: to consolidate, simplify, and accelerate Microsoft’s presence across the Defense Industrial Base landscape.\nThe DIB ecosystem includes more than 100,000 organizations spanning manufacturing, aviation, cybersecurity, and mission services that support U.S. Federal agencies. Our team partners with these commercial contractors throughout their digital transformation journey-from envisioning new possibilities to delivering secure, scalable Microsoft solutions that drive mission outcomes, elevate customer experiences, and fuel Microsoft’s growth.\nOur DIB organization combines the energy and autonomy of a startup like environment with the scale, stability, and investment of Microsoft. This is a fast growing business where individuals have a meaningful opportunity to shape outcomes, influence strategy, and make real impact. Just as important, our leaders put culture first-we value inclusivity, respect, and trust, and we believe the strongest results come from teams that support one another and lead with integrity.\nWithin the DIB OU, the Commercial Executive team is a small, collaborative team that is responsible for leading the DIB commercial strategy and execution. This is a fast-paced team that values diversity of ideas and innovation. Come be a part of a team that delivers value to our customers and to our DIB stakeholders daily.\nRole Overview:\nWe are seeking a Senior Commercial Executive (Individual Contributor) to lead commercial strategy and execution for highly complex, strategic Defense Industrial Base customers. This role is designed for a senior commercial leader who independently owns some of the most sophisticated deals, negotiations, and risk profiles within the DIB portfolio.\nAs a Senior Commercial Executive, you will have the opportunity to operate with significant autonomy, shape deal strategy across multi-year, multiaffiliate agreements, and influence outcomes across sales, finance, legal, and policy teams. You will be accountable not only for deal execution, but also for commercial judgment, risk management, and long term customer value creation in a regulated, mission critical environment. Year, multiaffiliate agreements, and influence outcomes across sales, finance, legal, and policy teams. You will be accountable not only for deal execution, but also for term customer value creation critical environment.-year, multi-affiliate agreements, and influence outcomes across sales, finance, legal, and policy teams. You will be accountable not only for deal execution, but also for -term customer value creation-critical environment.\nThis is a non-people-manager (IC) role with enterprise-level scope and impact.\nResponsibilities\nKey Responsibilities\nSenior Commercial Leadership & Strategy\nOwn and lead the commercial strategy for highly complex and high-impact DIB accounts, often involving large deal sizes, long sales cycles, and elevated risk.\nShape multi-year, multi-affiliate, and non-standard deal constructs, balancing growth, margin, compliance, and customer outcomes.\nServe as the senior commercial authority on assigned accounts guiding strategy well before formal negotiations begin.\nAdvanced Negotiation & Risk Ownership\nLead executive-level negotiations with customer procurement, legal, and business leaders.\nIndependently assess and manage financial, contractual, and compliance risk, escalating only when appropriate and with well-formed recommendations.\nExercise strong commercial judgment on pricing, investments, concessions, and non-standard terms to protect Microsoft’s long-term interests.\nDefense Industrial Base Expertise\nApply deep understanding of DIB customer environments, including regulatory sensitivity, government adjacency, and security-driven workload considerations.\nAdvise account teams on appropriate commercial approaches across commercial and government cloud environments, aligned to customer mission needs.\nNavigate complex customer structures (subsidiaries, global entities, joint ventures) common in the defense ecosystem.\nCross-Functional Influence & Leadership\nInfluence senior stakeholders across Sales, Finance, Legal, Deal Desk, and Policy without formal authority.\nAct as a commercial thought leader and mentor to peers and account teams, raising the overall commercial bar within the DIB OU.\nResolve ambiguity and unblock deals by driving alignment across competing priorities.\nOperational Excellence & Predictability\nMaintain rigorous forecast accuracy, pipeline discipline, and deal hygiene for high-stakes opportunities.\nEnsure all agreements are audit-ready, compliant, and executed with precision.\nCapture and apply insights from complex deals to improve future commercial strategy and execution.\nScope & Expectations\nOperates with minimal guidance and high trust\nOwns highly complex, sensitive, and high risk deals in the portfolio-risk deals\nInfluences strategy beyond individual deals, shaping commercial best practices for the DIB OU\nRecognized as a senior commercial expert by peers and stakeholders\nQualifications\nRequired Qualifications\nBachelor'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.\nOther Requirements\nCitizenship & Citizenship Verification: This position requires verification of U.S citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport.\nCitizenship & Citizenship Verification: This role will require access to information that is controlled for export under U.S. export control regulations, potentially under the International Traffic in Arms Regulations or the Export Administration Regulations. As a condition of employment, the successful candidate will be required to provide proof of citizenship, for assessment of eligibility to access the export-controlled information. To meet this legal requirement, citizenship will be verified via a valid passport.\nPreferred Qualifications\nMaster's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 6+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 7+ years sales and negotiation experience or related work or internship experience OR 9+ years sales and negotiation experience OR equivalent experience.\nFamiliarity with Microsoft cloud offerings, including Azure and Microsoft 365 (commercial and/or government), MACC experience highly preferred. \nBackground in enterprise sales, finance, legal, or commercial operations within regulated industries.\nExperience structuring and closing large, multi-year strategic agreements.\nStrong collaborator who enjoys working with a wide range of personality styles and across various teams and functions.\nExtensive experience leading complex enterprise deal making and negotiations.\nDemonstrated success operating independently in high ambiguity, high risk environments.-ambiguity, high-risk environments\nStrong command of commercial frameworks, contracting principles, and governance standards.\nProven ability to influence senior stakeholders and drive outcomes without authority.\nStrong executive communication and decision making skills.-making skills.\nHigh emotional intelligence (EQ), with the ability to navigate ambiguity and build trust across diverse teams.\nAbility to make recommendations and decisions to move the business forward (owner mentality).\nCommitment to ethical business practices and compliance excellence.\nCommercial Sales IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.\nCertain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:\nhttps://careers.microsoft.com/us/en/us-corporate-pay\nThis position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.\nMicrosoft 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. 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