The Sales Enablement & Operations (SE&O) Asia regional team plays an essential role in translating Microsoft’s Commercial Strategy to a regional execution plan and driving operational excellence through the prism of enabling consistency, agility, and accountability. Our team drives cross-functional insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.
The Sr Commercial Executive (CE) – Services role is a strategic and customer-facing position designed to lead the commercial strategy and execution for Microsoft’s customers in Asia. As a trusted advisor, the CE is responsible for crafting and negotiating commercial solutions that are both compliant and profitable, while aligning with customer needs and Microsoft’s business goals. The role involves leading deal-making processes, optimising customisation through price and non-price concessions, and leveraging tools like the internal Deal Making AI Agent. It also includes defining complex negotiation strategies and building strong, trust-based relationships with stakeholders across customer, partner, and internal teams. Success is measured by impact on customer strategy, achievement of quota and consumption targets, timely renewals, and compliant deal execution. The ideal candidate is a seasoned negotiator with strong strategic thinking, and the ability to simplify complex legal and commercial constructs. Collaboration, adaptability, and a deep understanding of Microsoft Services and licensing programs are key to thriving in this role.
Microsoft’s mission is to empower every person and every organisation 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 and deal value proposition optimizing for the right level of investment and customization.
- Optimize deal customization leveraging price and non-price concessions.
- Identify and maximize business opportunities with new offerings, like copilot.
- Strategize and take relevant steps to make sure deal execution is successful.
- Take relevant steps to make sure deal execution is successful.
- Leverage internal Deal Making AI Agent.
Negotiation
- Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
Collaboration
- 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.
Key Outcomes/ Measures of Success
- Positively impact customer’s commercial strategy
- Quota & Consumption targets achieved or exceeded
- Right commercial construct developed and renewed on time
- New Customer Adds across 3 Clouds
- Use field empowerment strategically to drive deals at scale
- Compliant deal making
- Long-term, trust-based stakeholder relationships are developed
Key Experiences:
- Essential skills are engaging stakeholders, gathering information, making decisions, and driving projects. With limited data, proactively verify details from various sources. Where information is missing, create local guidelines to support governance and compliance.
- Logical thinking and advanced Japanese skills are crucial to accurately interpret Microsoft’s contracts and customer needs, then clearly explain how these are addressed in the contracts. Native-level Japanese proficiency is likely required, as translating and clarifying complex legal terms from English to Japanese can be challenging, even for experienced native speakers.
- 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 Services, licensing programs and contracting will be essential but not required at hiring.
Qualifications
- Master's degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 4+ years of sales and negotiation experience or related work OR
- 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
- Native-level Japanese proficiency is required.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
