Job Description

Overview

Leads commercial strategy and sales execution by aligning sellers, partners, and stakeholders around customer outcomes, revenue growth, and risk management. Drives operational excellence, develops sales talent, structures complex deals, and ensures consistent execution across the sales lifecycle while enabling AI-driven and cloud-based business growth.

Responsibilities

Executive Summary

This role is a senior commercial leadership position responsible for driving revenue growth, strategic deal execution, risk management, compliance, and people leadership. The role partners with customers, partners, account teams, and executives to structure complex cloud and AI opportunities, accelerate business outcomes, and ensure disciplined, compliant commercial execution. It combines customer engagement, commercial strategy, negotiation leadership, operational excellence, and talent development.

Customer & Partner Engagement

• Builds trusted executive relationships with customers and partners.
• Aligns Microsoft solutions with customer business priorities and desired outcomes.
• Drives cloud, AI, consumption, and annuity growth through value-based deal structuring.
• Acts as a senior advisor on customer strategy, industry trends, and market challenges.
• Leads cross-functional teams to resolve complex customer and partner issues.
• Represents customer requirements internally and ensures solutions deliver mutual value.

Commercial Strategy & Business Growth

• Defines and executes regional or segment commercial strategies to achieve revenue targets.
• Identifies growth opportunities including upsell, cross-sell, footprint expansion, and transformational initiatives.
• Ensures commercial, pricing, and contracting strategies support both customer needs and Microsoft objectives.
• Drives strategic alignment across sales, product, finance, legal, and partner organizations.
• Influences business direction through market insights, competitive intelligence, and best practices.

Deal Leadership & Negotiations

• Leads the commercial strategy for complex and strategic deals.
• Oversees deal reviews, escalations, approvals, and executive negotiations.
• Coaches teams on value selling, strategic negotiations, and close-plan development.
• Designs innovative deal structures that maximize customer value and Microsoft growth.
• Acts as the escalation point for the largest and most strategic opportunities.

Sales Excellence & Operational Leadership

• Establishes consistent sales execution frameworks and operating standards.
• Leverages pipeline metrics, forecasting, sales analytics, and AI tools to improve business performance.
• Ensures effective use of sales processes, tools, and resources throughout the sales lifecycle.
• Aligns stakeholders and investments to maximize deal velocity and conversion.
• Drives execution discipline across opportunities and business programs.

Risk, Compliance & Governance

• Serves as the senior expert on commercial risk, liability, and risk tolerance decisions.
• Provides guidance on contractual, regulatory, and business risks.
• Ensures compliance is embedded throughout the deal-making process.
• Partners with legal, finance, compliance, audit, and leadership teams.
• Promotes a strong culture of integrity, security, ethics, and regulatory compliance.

Talent & People Leadership

• Develops and scales commercial capability across teams.
• Coaches managers and sellers on deal strategy, negotiation, customer engagement, and execution.
• Drives employee growth, performance management, and career development.
• Creates clarity, accountability, and alignment across highly matrixed organizations.
• Models Microsoft's leadership principles through empowerment, accountability, coaching, and care.

Qualifications

Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND strong experience in sales and negotiation experience or related work or internship experience OR a significant experience in sales and negotiation experience OR equivalent experience.

Significant experience in sales management or sales executive leadership experience.

Additional or preferred qualifications

Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND strong experience sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND strong experience in sales and negotiation experience or related work or internship experience OR strong experience in sales and negotiation experience OR equivalent experience.

Relevant experience in second level management experience.

Relevant experience in sales team management or sales executive leadership experience.

Significant experience in people management experience.

Commercial Sales M5 - The typical base pay range for this role across France is € 98,100.00 - € 143,700.00 per year. Certain roles may be eligible for benefits and other compensation.

Find additional benefits and pay information here:

https://careers.microsoft.com/v2/global/en/corporate-pay/france-corporate-pay.html

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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.