Customer Business Outcomes Specialist
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AI Summary
The Customer Business Outcomes Specialist is a customer-facing role working in partnership with sales leaders, responsible for driving customer business outcomes through industry expertise and value-focused engagement. You will spend the majority of your time with Enterprise customers in the Brazil market across multiple industries, uncovering their unmet and unarticulated needs that lead to transformative business value. In the era of AI your main aim is to help customers become Frontier Organizations. To be impactful, you are expected to bring 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. 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 high level of 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 Knowledge across Brazil
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
Qualifications
Required Qualifications:
- Bachelor’s degree in Business, Technology, Engineering, IT, Finance, or related fields AND 8+ years of sales experience working with enterprise accounts or federal agencies
- OR equivalent experience in sales and delivery within technology or business consulting organizations.
- 5+ years of experience providing recommendations to, or collaborating with, mid-to-senior level executives.
- 2+ years of experience shaping and or closing large, complex agreements or deals.
- Global collaboration is integral to our work at Microsoft, and proficiency in English is essential for effective communication in this role.
- Proven ability to structure enterprise agreements across multiple products and services that include a mix of licensing, cloud consumption, and support.
- Industry experience with a deep understanding of the value chain.
- Experience applying critical thinking and influencing individuals across different organizations, as well as managing situations with ambiguity.
- Demonstrated executive presence and the ability to establish trusted advisor relationships with senior leaders.
- 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 modelling, workshop execution tools like digital whiteboards, leveraging AI for research, building business cases with the ability to communicate ideas through storytelling.
Preferred Qualifications:
MBA or equivalent academic qualification.
Microsoft certifications on Azure, AI, Security, or Modern Work.
- Experience in strategic account management or customer success roles within enterprise-level organizations, including exceeding quota or attainment objectives.
Experience in managing deal flow across sales stages in a customer relationship management toolset.
Strategy / digital transformation consulting experience.
Innovative problem-solving skills with capability to align diverse stakeholders to shared objectives.
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.
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