Join Microsoft's US Public Sector Industries DIB Team-where mission meets innovation.
The Defense Industrial Base (DIB) Operating Unit (OU) is a newly formed team with a bold mission: to consolidate, simplify, and accelerate Microsoft's presence across the DIB landscape. This expansive network includes over 100,000 organizations specializing in manufacturing, aviation, cybersecurity, and more-all united in their support of all Federal Agencies, including the U.S. Department of Defense and other mission-based intelligence and civilian organizations.
Our team is dedicated to empowering these commercial contractors throughout their digital transformation journey-from envisioning new possibilities to delivering secure, scalable solutions that drive mission outcomes, elevate customer experience, and fuel Microsoft's growth.
The DIB OU will directly manage and accelerate strategic and major DIB accounts across Microsoft Customer and Partner Sales Group (MCAPS) Americas, while also enabling growth across other OUs and Small and Medium Enterprises and Channel (SME&C). We're building new relationships, transforming legacy operations, and helping our customers modernize with confidence.
The DIB OU seeks a Commercial Sales Executive to lead the design and execution of the customer's commercial strategy and negotiation. You will generate revenue, grow deals, and act as lead negotiator, developing trusted relationships with key stakeholders. Skilled in sales and negotiation, you handle conflicts confidently. With a positive attitude, you engage comfortably at all organizational levels, from leaders to procurement teams. You make strategic choices based on customer needs, analyze data for trends, risks, and opportunities. A deep understanding of Microsoft Support, licensing programs, and contracting is beneficial but not required.
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
You will achieve revenue and business growth for Microsoft and ensure compliance through the sales process.
You will understand your customers' needs and address objections and tailor commercial solutions to ensure long-term success.
You will lead internal and external sales through commercial construct and deal making. Optimizeright level of investment and customization leveraging price and non-price concessions.
You will identify and maximize business opportunities with new offerings, like Copilot and strategize and take relevant steps to make sure deal execution is successful.
You will be responsible for the negotiation Strategy by collaborating with Sales and Finance stakeholders to define the negotiation strategy and drive internal alignment regarding pricing, terms, and conditions.
As the Lead Negotiator, you will prepare compelling negotiation proposals, articulate value proposition and address customer concerns effectively.
You will develop trusted relationships with key customer stakeholders, partners, Account Team, Specialist Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets and collaborate with your peers in other areas to achieve business continuity, balance workload if required and share learnings.
Other:
Embody our culture and values
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 sales and negotiation experience or related work or internship experience
OR 5+ years sales and negotiation experience
OR equivalent experience.
Other Requirements:
Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
Citizenship & 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, or other approved documents, or verified US government clearance.
Aditional or Preferred Qualifications
7+ years sales and negotiation experience
OR Bachelor'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 Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 4+ years sales and negotiation experience or related work
OR equivalent experience
Commercial Sales IC3 - The typical base pay range for this role across the U.S. is USD $87,000 - $148,700 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 $113,400 - $164,000 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft will accept applications for the role until July 11th, 2025.
MCAPSA
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .
