Impress employers and recruiters.
Choose from hundreds of resume examples.

Target Resume Now

About the Role

Drive customer business outcomes through industry expertise and value-focused engagement, focusing on helping customers become Frontier Organizations in the age of AI. This role requires in-depth industry insights, influencing account planning, building executive relationships, aligning customer priorities, quantifying business value, and identifying capability gaps. Collaborate with account teams, industry advisors, and teammates to accelerate market share, drive opportunity creation, pipeline growth, consumption acceleration, and deal closure by connecting customer value to Microsoft offerings.

Responsibilities

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

Requirements

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.
This position is not eligible for visa sponsorship. Candidates 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

Skills

Industry expertise
Value-focused engagement
Customer-facing
Sales
Account planning
Executive relationship building
Customer priority alignment
Business value quantification
Capability gap identification
Collaboration
Market share acceleration
Opportunity creation
Pipeline growth
Consumption acceleration
Deal closure
Value engineering
Business envisioning
Success planning
Consultative selling
Financial business cases
Digital transformation
Stakeholder management
Cross-group collaboration
Workshop facilitation
Outcome-based selling
Financial modelling
C-level engagement
Digital whiteboards
AI for research
Business case development
Storytelling
SDP industry knowledge
ISV industry knowledge
DN industry knowledge
Critical thinking
Innovative problem-solving
Ambiguous situation management
Strategic account management
Customer success
Enterprise agreement structuring
Licensing
Cloud consumption
Support services
Azure certifications
AI certifications
Security certifications
Modern Work certifications
Customer relationship management tools
Communication
Leadership
Information synthesis
Actionable insights generation

Location

U.S.
San Francisco Bay area
New York City metropolitan area

Work Type

Customer-facing
Full-time

Experience Level

Senior
10+ years experience working in an industry and/or driving digital transformation
9+ years experience working in an industry and/or driving digital transformation
13+ years experience in working in an industry and/or driving digital transformation
6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives
8+ years experience closing large, complex agreements/deals
2+ years experience in leading and driving Digital transformation with large and complex enterprise customers
3+ years of experience in stakeholder management, cross group collaboration
Strategic account management or customer success roles with enterprise-level organizations

Education Level

Bachelor's Degree
Master's Degree

Salary/Compensations

USD $133,000 - $222,700 per year (U.S. typical base pay range)
USD $170,300 - $239,800 per year (San Francisco Bay area and New York City metropolitan area base pay range)

Benefits

Certain roles may be eligible for benefits and other compensation.

About the Company

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.

Equal Opportunity

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.