Senior Customer Business Outcomes Specialist, Software Development Platform

We are looking to hire a Senior Customer Business Outcomes Specialist. In this customer-facing role working in partnership with sales leaders, you will be responsible for driving customer business outcomes through industry expertise and value-focused engagement. You will spend the majority of your time with customers in the Software Development Platforms (SDP) industry, uncovering their unmet and unarticulated needs that lead to transformative business value. In the age of AI your main aim is to help customers become Frontier Organizations. To be impactful, you have to have 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 great 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. 

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 ca