Senior Customer Business Outcomes Specialist, Microsoft Toronto

AI Summary

Microsoft Canada is seeking a Senior Customer Business Outcomes Specialist in Toronto, ON. This role focuses on driving customer business outcomes and digital transformation for enterprise customers across various industries.

Key duties include enhancing account plans, creating new opportunities, and accelerating consumption of Microsoft offerings by connecting customer value to solutions. Top requirements include 10+ years of experience in an industry or driving digital transformation, 6+ years collaborating with mid-to-senior level executives, and 8+ years closing large, complex agreements.

About the Role: Driving Customer Value and Business Transformation

As a Senior Customer Business Outcomes Specialist at Microsoft Canada, you will play a pivotal role in helping enterprise customers across Canada achieve transformative business value. This customer-facing position involves working closely with sales leaders to uncover unmet and unarticulated needs, particularly in the age of AI, guiding customers to become 'Frontier Organizations'. Your expertise will be crucial in influencing account planning, building executive relationships, and aligning customer priorities to quantify business value.

This role is central to opportunity creation, pipeline growth, consumption acceleration, and deal closure by effectively linking customer value to Microsoft offerings. You will strengthen proposals by focusing on differentiated value, positioning Microsoft and its ecosystem as the definitive leader in the industry. Success in this position requires deep industry knowledge, the ability to facilitate highly focused customer workshops, and a commitment to exceeding goals by a wide margin, learning from others, and actively sharing your own insights within a high-performing team.

You will enhance existing account plans through direct, outcome-focused selling and planning, based on customer priorities and prevailing industry trends, leading to the creation of new opportunities. Collaborating with account teams and partners, you will work to link defined business outcomes to specific workloads and corresponding consumption plans, thereby accelerating consumption. Your deep understanding of competitive landscapes and industry trends will enable you to guide customers and develop competitive solutions that contribute to revenue growth, identifying gaps in competitor offerings to position Microsoft as the preferred partner.

Key Responsibilities and Qualifications

In this role, you will directly engage with customers, leveraging value engineering, business envisioning, and success planning frameworks to quantify and effectively communicate desired business outcomes. You will collaborate with executive customer stakeholders to clearly articulate business value and advance transformation initiatives, maintaining comprehensive knowledge of industry challenges to tailor Microsoft solution plays effectively. Leading cross-functional teams, including Industry Advisors and Specialists, will be essential to provide integrated solutions for complex customer challenges.

To be successful, candidates must possess a Bachelor's Degree and 10+ years of experience working in an industry such as financial services, retail, manufacturing, healthcare, energy, government, education, or technology, and/or driving digital transformation. Alternatively, a Master's Degree with 9+ years of relevant experience, or 13+ years of equivalent experience, is acceptable. A minimum of 6 years of experience making recommendations to and/or collaborating with mid-to-senior level executives is required, alongside 8+ years of experience closing large, complex agreements or deals.

Preferred qualifications include 2+ years of experience leading digital transformation with large enterprise customers in telecommunications, media, and entertainment industries, along with 3+ years in stakeholder management and cross-group collaboration to drive strategy and business outcomes. Proficiency in workshop facilitation, outcome-based selling, basic financial modelling, and engaging with C-level executives is highly valued. The ability to apply critical thinking, innovative problem-solving, and align diverse stakeholders toward shared objectives, especially in ambiguous situations, will be key to your success in this dynamic Microsoft environment.