New 
Principal Customer Business Outcomes Specialist
 Microsoft | |
 United States, North Carolina, Charlotte | |
 Nov 26, 2024 | |
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OverviewMicrosoft'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.
ResponsibilitiesDiscoveryDefine 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 outcomesEngage 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 ArchitectureModel 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 verticalLead multiple, highly complex engagements across various functions, which ultimately combine into one comprehensive model for engaging customers in a Business Outcome oriented sales motionCustomer Priority AlignmentInternal Planning: Align customer goals & CBO research to determine approach for workshopWorkshop: 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 criteriaValue Quantification: Create financial models that quantify top business priorities and use cases based on the customers' specific Key Performance Indicator (KPI) measurementsPresent 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. OtherEmbody our Culture and Values | |