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Customer Business Outcome Specialist



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Customer Service
United States
Posted on Monday, February 12, 2024
The Customer Business Outcomes team engages customers to define their business outcomes, quantify value, and drive actionable plans for their success. We are looking for a 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 Business Outcome Specialist will play a key role in executing and implementing a 3-to-5-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 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 you will apply our Customer Business Outcome (CBO) methodology and work closely with America’s Regional Vice Presidents (RVP), Account Team Unit (ATU) General Managers, and Worldwide Commercial Business Industry Leads & Sales Managers (SMEs) to ensure domain expertise. In this customer-facing role, you will need to support and manage meetings and presentations to executives, board members and other valued stakeholders.

An qualified candidate needs to be versatile and have strategic sales experience, be deeply committed to 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).

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.



  • Define an ATU Field Engagement model for Customer Business Outcomes (CBO) in the context of our customers’ business that starts with their desired business outcomes.
  • Execute and deliver CBO Workshop 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 Architecture
  • Engage directly with customers and account teams to execute the CBO Discovery Workshops, Solution Assessments and Business Envisioning workshops.
  • Model 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 vertical
  • Identify industry subject matter experts required to ensure alignment to Americas Share of Growth and Business Outcome Strategy
  • Lead multiple, highly complex engagements across various functions, which ultimately combine into one comprehensive model for engaging customers in a Business Outcome oriented sales motion.


  • Provides advisory plan identification for large-scale and/or strategic deals. Outlines framework for engagements within specific territories, often managing multiple engagements at a time.
  • Proactively determines assessments and solution needed to meet customer business outcomes. Oversee end-to-end solution assessment of first and/or third-party tools, scanning the customer environment to see what is running and to locate all tool assets, deployed estate, and licensing entitlements. Works with partners and internal sales teams to prove out results and quality of the analysis prior to reporting.
  • As a trusted advisor you will have the ability to analyze and articulate the benefits of the assessment findings and make actionable next steps to the customer and internal account teams for continued partnership.
  • Articulates the benefits of an assessments post discovery workshop to get buy in for usage directly with customers. Considers how to increase consumption and/or revenue growth by proving out technical and financial value of migration plans.
  • Refines and maintains sales perspective to identify, assess, validate, and influence customers' needs and vision. Begins to leverage technical knowledge to act as a thought leader and advisor to customers. Develops an awareness of trends in the market and competitors.


Required/Minimum Qualifications

  • Bachelor's Degree in IT, Business, Finance, or related field AND 6+ years solution sales, technical sales, marketing, communications, licensing, or channel/business development experience
    • OR Relevant certifications from Microsoft or competitive platforms AND 5+ years solution sales, technical sales, marketing, communications, licensing, or channel/business development experience
    • OR 8+ years of solution sales or solution assessment consulting, or related experience
    • OR equivalent experience.
Preferred Qualifications

  • 12+ years of solution sales
    • OR solution assessment consulting,
    • OR related experience.
  • 3+ years experience with cross-group responsibilities (e.g., project manager for significant projects with cross-group/cross-country impact and membership).
  • Azure Fundamentals, Modern Workplace Fundamentals, or Dynamics certification(s), or other related independent cloud certifications.
Solution Assessment IC5 - The typical base pay range for this role across the U.S. is USD $122,400 - $216,500 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 $166,100 - $235,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

This job is no longer accepting applications

See open jobs at Microsoft.