Customer Business Outcomes Specialist

Overview

We are looking to hire a Senior Customer Business Outcomes Specialist. In this customer-facing role working in partnership with sales leaders, you will be responsible for driving customer business outcomes through industry expertise and value-focused engagement. You will spend the majority of your time with customers in the Software & Digital Platforms (SDP) industry, uncovering their unmet and unarticulated needs that lead to transformative business value. In the age of AI your main aim is to help customers become Frontier Organizations. To be impactful, you have to have in-depth industry insights, influence account planning, build executive relationships (internal and external), align customer priorities, quantify business value, and identify capability gaps. You will collaborate with account teams, industry advisors and your team mates to accelerate and expand our market share, and most of the customers will be located in the Silicon Valley, CA area. This role drives opportunity creation, pipeline & new opportunity growth, consumption acceleration, and deal closure by connecting customer value to Microsoft offerings. It strengthens proposals by focusing on differentiated value that positions Microsoft and its ecosystem as the definitive leader.

You will be part of a high-performing team expected to exceed goals by a wide margin, learn from others, and actively share your own insights. Deep industry knowledge and the ability to facilitate highly focused customer workshops are essential.

You will be a part of and help enhance a culture grounded in openness, positive intent, and accountability, where how you achieve results matters as much as what you achieve. You will execute with great operational rigor and build your own brand rooted in trust, collaboration and insights.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. We operate 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.  In alignment with our Microsoft values, we are committed to cultivating a diverse and inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

Account Management

• Enhance account plans through direct customer facing outcome-focused selling and planning based on customer priorities and industry trends that lead to new opportunity creation
• Ensure transition of net new opportunities, and work with account teams to drive deal closure
• Work with account teams and partners to link business outcomes to workloads and corresponding consumption plans leading to accelerated consumption
• Competitive & Industry (ISVs, Digital Natives) Knowledge
• Leverage network of industry experts & content to stay informed on trends, competitors, and customer priorities to drive deeper, relevant customer engagement
• Leverage industry and customer insights to influence internal teams, guide customers, and develop competitive solutions that grow revenue
• Identify gaps in competitor offerings to position Microsoft with customers as the preferred partner

Customer Engagement

• Engage directly with customers to utilize value engineering, business envisioning, and success planning frameworks to quantify and effectively communicate desired business outcomes
• Collaborate with executive customer stakeholders to clearly articulate business value and advance transformation initiatives
• Maintain comprehensive knowledge of industry challenges and opportunities to effectively tailor Microsoft solution plays in the customers language
• Lead cross-functional teams (Industry Advisors, Specialists, Partners, etc.) to provide integrated solutions for customer challenges
• Accelerate sales and consumption through business envisioning to visualize enriched employee experiences, reinvent customer engagement, reshape business processes and bend the curve on innovation

Sales Execution

• Identify opportunities and gaps based on customer needs and priorities
• Advance high-impact, repeatable business outcomes and capabilities for reuse across customers and solution plays
• Envision new product scenarios and work with product teams to address white spaces
• Lead strategic discussions with board-level and senior executive stakeholders to design end states aligned with customer goals
• Shape strategy by providing long-term recommendations and building compelling business-value cases for Microsoft solutions
• Earn status of a trusted advisor, guiding senior decision makers through consultative selling and strong financial business cases

Other

• Embody our culture and values

Qualifications

Required/minimum qualifications

• Bachelors Degree AND 8+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation

• OR Masters Degree AND 7+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation

• OR 11+ years experience in working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.

• 4+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.

• 6+ years experience closing large, complex agreements/deals.

Required Qualifications:

• Bachelors Degree AND 8+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation

• OR Masters Degree AND 7+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation

• OR 11+ years experience in working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation

• OR equivalent experience.

• 4+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.

• 6+ years experience closing large, complex agreements/deals.

Other Requirements

This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

Preferred Qualifications:

• 2+ years experience in leading and driving Digital transformation with large and complex enterprise customers in multiple industries including but not limited to financial, manufacturing, media, entertainment, etc.
• 3+ years of experience in stakeholder management, cross group collaboration and related to drive strategy, planning and business outcomes for enterprise customers and partners.
• Expertise in value-based selling, business case formulation, and quantification of business outcomes
• In-depth knowledge of industry-specific business processes and transformation initiatives
• Demonstrated Financial fluency in engaging with CFOs' and their leadership teams
• Experience in workshop facilitation, outcome-based selling, basic financial modeling, workshop execution tools like digital whiteboards, leveraging AI for research, building business cases & must possess the art of story telling
• Proficiency in digital whiteboards, leveraging AI for research, building business cases & the art of story telling
• SDP, ISV, DN Industry knowledge with deep understanding of the value chain and how AI is transforming the industry
• Applying critical thinking, Innovative problem-solving, with capability to align diverse stakeholders toward shared objectives, as well as managing ambiguous situations
• Strategy / digital transformation consulting
• Strategic account management or customer success roles with enterprise-level organizations, including exceeding core metrics or attainment objectives
• Proven ability to structure enterprise agreements across multiple products and services that include a mix of licensing, cloud consumption, and support
• Microsoft certifications on Azure, AI, Security, or Modern Work
• Experience in managing deal flow across sales stages in a customer relationship management toolset
• Effective communication, collaboration, and leadership skills across geographically dispersed teams
• Proficiency in synthesizing complex information and transforming it into actionable insights

Strategic Account Management IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 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 $145,600 - $205,600 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

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.