Commercial Executive

**Commercial Executive**:
São Paulo, Brazil

Date posted

**Oct 20, 2025**
- Job number

**1897310**
- Work site

**3 days / week in-office**
- Travel

**0-25**%**
- Role type

**Individual Contributor**
- Profession

**Sales**
- Discipline

**Commercial Sales**
- Employment type

**Full-Time**

**Overview**:

- Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you

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 Commercial Executive (CE) in SME&C, is a sales professional and negotiator that will help our customers come to commercial terms across our business and also acting as trusted advisor. You will negotiate contracting and pricing, serve as a lead point for escalations/negotiations, develop/model options, drive creative/transformative deal strategies, and evaluate your book of business and continually seek out revenue growth opportunities through up-selling and cross selling.

The Commercial Executive is a trusted advisor who leads the design and execution of the customer’s commercial strategy and negotiation, selling the right commercial and ensuring every deal is compliant and profitable for Microsoft.

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.

**Qualifications**:
**Required/Minimum Qualifications**
- Bachelor's degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 5+ years of sales and negotiation experience or related work or internship experience or 7+ years of sales and negotiation experience or equivalent experience.

**Additional or Preferred Qualifications**
- Master's degree in Business Administration (i.e., MBA), Information Technology, or related field AND 6+ years of technology-related sales or account management experience
- 9+ years of sales and negotiation experience

**Responsibilities**:
**Deal Making**
- Lead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization. Optimize deal customization leveraging price and non-price concessions. Identify business opportunities which vary based on deal lifecycle and artificial intelligence (AI). Take relevant steps to make sure deal execution is successful.

**Negotiation**
- Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
- Ensures adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making

**Collaboration**
- Develop trusted relationships with key customer stakeholders, partners, Account Team in order to help our customers deliver their business goals and achieve Microsoft revenue targets.

**Seasoned sales and negotiation professional, unafraid of conflict.**
- Positive attitude and a passion for working with customers and partners.
- Comfortable speaking at all organizational levels, from the CxO to the procurement / purchasing teams.
- Able to make the best choices for the customer based on their commercial strategic needs.

**Strategic, long-term thinker able to analyze data to identify trends, risks and opportunities.**
- Team player and collaborative - high performing individualists will not be successful.
- In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.
- Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
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