Sr Commercial Executive

** Overview*
* About the Defense Industrial Base (DIB) Organization:

Come 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.

The 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.

Our 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.

Within 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.

Role Overview :

We 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.

As 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.

This is a non‑people‑manager (IC) role with enterprise‑level scope and impact.

** Responsibilities*
* Key Responsibilities

Senior Commercial Leadership & Strategy

+ Own and lead the commercial strategy for highly complex and high‑impact DIB accounts, often involving large deal sizes, long sales cycles, and elevated risk.

+ Shape multi‑year, multi‑affiliate, and non‑standard deal constructs, balancing growth, margin, compliance, and customer outcomes.

+ Serve as the senior commercial authority on assigned accounts guiding strategy well before formal negotiations begin.

Advanced Negotiation & Risk Ownership

+ Lead executive‑level negotiations with customer procurement, legal, and business leaders.

+ Independently assess and manage financial, contractual, and compliance risk, escalating only when appropriate and with well‑formed recommendations.

+ Exercise strong commercial judgment on pricing, investments, concessions, and non‑standard terms to protect Microsoft's long‑term interests.

Defense Industrial Base Expertise

+ Apply deep understanding of DIB customer environments, including regulatory sensitivity, government adjacency, and security‑driven workload considerations.

+ Advise account teams on appropriate commercial approaches across commercial and government cloud environments, aligned to customer mission needs.

+…