Senior Customer Business Outcomes Specialist, Canada

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

Required Qualifications:

• 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.

Preferred Qualifications:

• 2+ years experience in leading and driving Digital transformation with large and complex enterprise customers in telecommunications, media and entertainment industries.
• 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
• Telecommunications, Media, and Entertainment 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 

Strategic Account Management IC5 - The typical base pay range for this role across Canada is CAD $142,800 - CAD $214,900 per year.

Find additional pay information here:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Ce poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusqu’à ce que le poste soit pourvu.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft est un employeur offrant l’égalité d’accès à l’emploi. Tous les candidats qualifiés seront pris en considération pour l’emploi, sans égard à l’âge, à l’ascendance, à la citoyenneté, à la couleur, aux congés médicaux ou familiaux, à l’identité ou à l’expression de genre, aux renseignements génétiques, à l’état d’immigration, à l’état matrimonial, à l’état de santé, à l’origine nationale, à un éventuel handicap physique ou mental, à l’affiliation politique, au statut de vétéran protégé ou au statut militaire, à la race, à l’ethnie, à la religion, au sexe (y compris la grossesse), à l’orientation sexuelle ou à toute autre caractéristique protégée par les lois, ordonnances et règlements locaux applicables. Si vous avez besoin d’aide avec des accommodements religieux et/ou d’un accommodement raisonnable en raison d’un handicap pendant le processus de candidature, apprenez-en plus sur la demande d’accommodement.

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.