Value Lifecycle Specialist

Share job

Microsoft's Customer Business Outcomes (CBO) team engages customers to define their business outcomes, quantify value, and drive actionable plans for their success. We are looking to hire Value Lifecycle Specialists to be a part of this newly created team which has 2 primary objectives:

Objective 1: Develop and enhance our partnership with the Strategic Pursuits Team to collaboratively formulate approaches focused on customer business outcomes for high-value opportunities.

Objective 2: Identify MSUS groups (e.g., Co-innovation, M12, Product groups) that could benefit from the CBO approach and develop go-to-market strategies to boost pipeline and revenue.

The primary focus of the Value Lifecycle Specialists will be crucial in developing a 3-to-5-year Business Case for Digital Transformation alongside our customers, utilizing our network of partners and industry influencers/advisors. In this role, you will manage relationships with the Strategic Pursuits Lead and the Account Team to discover, formulate, and validate the customers’ desired business outcomes, quantify the value, identify capability requirements, and model the financial impact scenarios. You will apply the Customer Business Outcome (CBO) methodology and collaborate closely with resources across MSUS to produce the necessary deliverables for our clients. Additionally, you may be required to support and present to executives, board members, and other stakeholders.

This role will be based in the US. By applying to this U.S. based position, relocation is not provided for the role.

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.

Required/Minimum Qualifications

• 5+ years solution sales or solution consulting or digital transformation consulting, or related experience
  • OR Bachelor's Degree in IT, Business, Finance, or related field AND 4+ years solution sales, technical sales, marketing, communications, or channel/business development experience
  • OR relevant certifications from Microsoft or competitive platforms AND 3+ years solution sales, technical sales, marketing, communications, or channel/business development experience
  • OR equivalent experience.
• 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, or related 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.

Preferred Qualifications

• MBA
• Self-directed with ability to work independently in a fast-paced, dynamic work environment.
• Demonstrated ability to facilitate consultative workshops / discussions with senior level customer executives focused on solving their most pressing business needs
• Experience driving measurable outcomes over a long period of time across multiple activities.
• Passionate about Business Strategy and identifying market growth opportunities.
• Focus on improving a culture of Diversity & Inclusion
• Experience presenting and engaging with senior leaders, and capable to influence without authority
• Well versed in addressing, evaluating, and leading customer outcomes driven by technology innovation and transformation
• Inquisitive and able to conduct research to get to the data points that drive the right assumptions
• Experience identifying and understand the business outcomes our technical offers create for the customer by linking customer outcomes to technical capabilities
• Relentlessly focused on delivering on time with high quality

Solution Assessment IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 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 $144,000 - $203,500 per year.

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

Microsoft will accept applications for the role until March 27, 2025

#SEO

Customer Business Outcome Branding

• Articulate the value that CBO brings to the group you are working / intending to work with
• Clearly articulate our differentiated proposition
• Understand the CBO methodology thoroughly
• Build the CBO Brand

Operational Rigor

• Ensure all internal reports and trackers are updated promptly to reflect current status
• Generate reports and tag opportunities with MSX / MSXi to provide updates on our KPIs (pipeline and revenue).
• Identify opportunities for workshops that can be conducted by our envisioning team, the balance of the CBO team, and Innovation Hubs
• Respond promptly to requests

Core Execution For Objective 1:

• Lead / Execute and deliver CBO Workshops (where necessary) that will validate the customers’ business outcomes, identify business and technical capabilities that need to be adopted or matured
• Build content for deliverables and build value models based on KPI improvements
• Create templates of value models that can be leveraged to scale your work
• Participate in CBO learning sessions to learn from others and share your knowledge
• Model and coach the Account Executive (AE) and Account Technology Strategist (ATS) communities to carry out planned and developed strategies in accounts we are focused on
• 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

Core Execution For Objective 2:

• Find MSUS groups we are not engaged with but could benefit from our work
• Network across specific areas of MSUS to grow the CBO Brand
• Identify new CBO offerings that could generate more pipeline, revenue and accelerate consumption

Customer Alignment

• Internal Planning: Align customer goals & CBO research to determine approach for workshop / deliverables
• Workshop: Facilitate engagement sessions with VP/CxO level customer leaders to seek alignment of the stakeholders and to explore opportunities and priorities based on impact towards success criteria
• Value Modeling: Create Value Quantification models that quantify top business priorities and use cases based on the customers’ specific KPI measurements
• Provide/ Present Executive Readouts: Inform stakeholders about resources and solutions that address business priorities, including recommended next steps to sustain customer progress toward significant outcomes.

Other

• Embody our culture and values