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Microsoft

Commercial Executive

LocationBrazil, São Paulo, São Paulo
Work modeon-site
Typefull-time
DepartmentCommercial Sales
Company size10,000+ people
First seen2d ago
Last seen22h ago
Overview
The Commercial Executive is a strategic negotiator within Microsoft’s Enterprise Commercial organization, responsible for leading deal-making, negotiation, and collaboration activities to drive revenue growth and customer success.This role acts as a trusted advisor on commercial activities and contracting (EA and MCA-E), leading internal and external sales through commercial construct and deal value proposition, while optimizing the right level of investment and customization. The Commercial Executive plays a key role in supporting AI transformation across accounts, maximizing business opportunities with new offerings (such as Copilot), and ensuring compliant, on-time deal execution. As a trusted advisor, the CE crafts and negotiates commercial solutions that are both compliant and profitable, aligning customer needs with Microsoft’s business goals.
The role involves leading deal-making processes, optimizing customization through price and non-price concessions, defining complex negotiation strategies, and building trust-based relationships with stakeholders across customer, partner, and internal teams. The CE serves as a lead point for escalations and negotiations, develops and models commercial options, drives creative and transformative deal strategies, and continuously seeks revenue growth opportunities through up-selling and cross-selling — with a strong focus on supporting AI Transformation in every account (Copilot and new offerings). Success is measured by impact on customer commercial strategy, achievement of quota and consumption targets, timely renewals, and compliant deal execution.
About the company
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
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 that vary based on deal lifecycle and AI (Copilot and new offerings).Create and manage the commercial plan / contribute to the account plan for strategic accounts, mapping how to maximize qualified medium-to-complex commercial opportunities.
Analyze customer commercial opportunity history, including discounts, concessions, and consumption across the territory.
Anticipate and verify upcoming renewals; lead renewal processes with account teams to maximize on-time revenue and recapture rate.
Construct compliant commercial solutions to maximize ACR and drive Cloud upsell; achieve 100% MACC renewal.
Identify MCA-E opportunities during account planning; inform strategy, coach sellers, accelerate adoption, and address deal blockers.
Close eligible workloads and expiring EAs on MCA-E (Enterprise) and MCA-E/CSP (SME&C).
Adopt Deal Agent and adhere to Tranche Framework when launched; help drive 70% Unified attach rate for MACC customers.
Take all relevant steps to ensure deal execution is successful.
Qualifications
Required/minimum qualifications
Bachelor’s Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 3+ years of sales and negotiation experience (or related work / internship experience) OR 5+ years of sales and negotiation experience OR equivalent experience.
This role requires proficiency in written, reading, and conversational Brazilian Portuguese and English.
Hiring process
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Legal
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.
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