Commercial Executive Director

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 Director, is a sales professional and negotiator that will help our commercial/ government/ educational customers come to commercial terms across our business also acting as trusted advisor. They are accountable to build, motivate, and mentor a high functioning sales team with different disciplines to lead and drive digital transformations to Corporate accounts. Engages in talent acquisition, recruiting, succession planning, and change management. 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. 

Manages and provides direction to their team on how to efficiently orchestrate resources between different sales and specialized roles. Ensures teams excel in key business processes such as territory management, pipeline management and overall business disciplines. Holds teams accountable for forecasting expected sales revenue.   
 
Proactively cultivates trusting and influential relationships with customers especially at the CXO level. Also the voice of the customer for Microsoft and share industry and competitive knowledge. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. 

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. 

Proactive Engagement

• Develops talent and coaches others to optimize workload related to sales execution. Ensures programmatic alignment and oversees execution of escalations correctly. Frequently collaborates with internal sales and management teams through sales process optimizing for the right level of investment and customization. Ensures tasks are accomplished across stakeholders with appropriate breadth and depth. Reviews and leads the presentation of deals that will process, including any standard or custom amendments and documentation and proactively provides feedback to teams. Secures and leverages internal resources for teams to assist with customer queries regarding contract terms. Refines and validates legal amendments reflecting operational and other requirements granted in specific customer situations. Serves as an executive sponsor and leads negotiations on deal escalations. Promotes the development of unique deal strategies to present offers to clients. Demonstrates strong leadership and engagement with all stakeholders to ensure that their teams are executing effectively while reaching milestones and that all internal stakeholders are aligned on closing to avoid deal delay. Coaches and leads own team through the lifecycle management planning and Microsoft Selling process to ensure that all sales motions include checkpoints on deployment and consumption. Leverages deep knowledge of sales science and operational acumen (e.g., pipeline metrics, closed rates, competitive selling) to lay out a strategic sales execution framework. Analyzes and synthesizes multiple data inputs quickly and drives strategic decision making and consistent visibility to ensure the best sales and revenue production and velocity through management team. When applicable, collaborates with sales excellence and sales leadership on forecasting process to drive alignment and accuracy.
• Provides strategic alignment for business opportunities which vary based on deal lifecycle and artificial intelligence (AI