Senior Customer Business Outcomes Specialist, Software Development Platform

• 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
• 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
• 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
• 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
• Embody our culture and values

• Bachelor's Degree AND 10+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 9+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR 13+ 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
• 6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives
• 8+ years experience closing large, complex agreements/deals
• Must have authorization to work in the United States that does not now or in the future require employer sponsorship

• 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
• Workshop facilitation, outcome-based selling, basic financial modelling, fluency in engaging with C-level executives
• 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
• Exceptional communication, collaboration, and leadership skills across geographically dispersed teams
• Proficiency in synthesizing complex information and transforming it into actionable insights

Certain roles may be eligible for benefits and other compensation