Microsoft's Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft's Commercial Strategy to a local execution plan and driving operational excellence to to grow revenue, earn share and lead in AI.

Within SE&O, the Customer Business Outcomes (CBO) team engages customers to define their business outcomes, quantify value, and drive actionable plans for their success. We are looking for a Principal Customer Business Outcome Specialist to support the US Enterprise segment to combine business outcomes and technical expertise to empower customers to articulate and achieve their business goals.

The primary focus of the Principal Customer Business Outcome Specialist will play a key role in executing and implementing a multi year Business Case for Digital Transformation with our customers, combined with our ecosystem of partners and industry influencers. Specifically, in this role, you will manage the relationships with the field sales community to discover and validate the customers' desired business outcomes, quantify the value, identify the capability needs and assess the customers' maturity level, and model the scenarios of financial impact. As a Principal Customer Business Outcomes Specialist, you will execute Solution Assessments that also ensure that our solutions are a good fit based on the current state of our customer's technology environments to ensure adoption and apply our Customer Business Outcome (CBO) methodology. In this customer-facing role, you will need to support and manage meetings and presentations to executives, board members and other valued stakeholders.

In this role, you will need to be versatile and have strategic sales experience, be deeply committed and passionate about improving customer outcomes through technology innovation and transformation. This role will focus on identifying, clarifying, and delivering business outcomes for our customers and translating their capability needs to the relevant areas of the Microsoft portfolio to provide guidance and acceleration to account team orchestration (Account Executive, Account Technology Strategists, Solution Specialists, Digital Advisors, and Cloud Solution Architects).

By applying to this U.S. based position, relocation is not provided for the role.

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. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

Discovery

• Define an Account Team Unit (ATU) Field Engagement model for Customer Business Outcomes (CBO) in the context of our customers' business that starts with their desired business outcomes

• Engage directly with VP/CxO level customers and internal account teams to execute the CBO Discovery Workshops, Solution Assessments and Business Envisioning workshops.

• Execute and deliver CBO Workshops that will validate the customers' business outcomes, identify business and technical capabilities that need to be adopted or matured.

• Assess the current and desired state of maturity in the form of a Maturity Model, and map these capabilities from a Transformation Architecture to a Microsoft Reference Architecture

• Model and coach the Account Executive (AE) and Account Technology Strategist (ATS) communities to carry out planned and developed strategies with accounts we are focused to wins where we will establish Microsoft as the partner of choice within a vertical

• Lead multiple, highly complex engagements across various functions, which ultimately combine into one comprehensive model for engaging customers in a Business Outcome oriented sales motion

Customer Priority Alignment

• Internal Planning: Align customer goals & CBO research to determine approach for workshop

• Workshop: Facilitate engagement sessions with VP/CxO level customer leaders to seek alignment of the stakeholders and to explore opportunities and priorities based on impact towards success criteria

• Value Quantification: Create financial models that quantify top business priorities and use cases based on the customers' specific Key Performance Indicator (KPI) measurements

• Present Board-Room-Ready Executive Summaries: Align stakeholders with resources and solutions that impact business priorities, including recommended next steps to maintain customer momentum toward high value - high impact outcomes.

Other

• Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture)

Qualifications

Required/Minimum Qualifications

• 8+ years solution sales or solution assessment consulting, technical sales, business/technology consulting or related experience

• OR Bachelor's Degree in IT, Business, Finance, or related field AND 6+ years solution sales or solution assessment consulting, technical sales, business/technology consulting or related experience

• OR relevant certifications from Microsoft or competitive platforms AND 5+ years solution sales or solution assessment consulting, technical sales, business/technology consulting, or related experience

• OR equivalent experience

• 2+ years of experience with any of the following artificial intelligence, machine learning, responsible AI. Copilots, or Generative AI.

Preferred Qualifications:

• MBA

• Demonstrated ability to facilitate consultative workshops with senior level customer executives focused on solving their most pressing business needs

• Experience driving measurable outcomes over a long period of time across multiple activities.

• Focus on improving a culture of Diversity & Inclusion

• Creative problem solver with the ability to align various stakeholders on common goal for customers

• Able to demonstrate critical thinking and influence others across various organizations and address ambiguity; a passion for influencing without authority

• Digital transformation experience with large and complex customers or industry experience and its functional knowledge.

Solution Assessment IC5 - The typical base pay range for this role across the U.S. is USD $130,000 - $217,600 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 $168,600 - $237,500 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 December 3, 2024

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) .