Note: The job is a remote job and is open to candidates in USA. Microsoft is seeking a Senior Customer Business Outcomes Specialist in the Telecommunications, Media, and Entertainment sector. This role involves driving customer business outcomes through industry expertise and value-focused engagement, while collaborating with account teams to enhance customer relationships and accelerate sales growth.
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
Skills
- 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
- 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
Benefits
- 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
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