Strategic Account Executive

Overview

TheCustomer Business OutcomesGrowth & ExpansionDirector- isa strategic leadership role and a member of the CBO Leadership Team. The rolewill optimize how CBO deliversbusiness outcomes, createsopportunity, and drivesmeasurable transformationin the Americas-and willcodify that motion to expand CBOas the prototype for Frontier Transformation Discovery. The role will work inclose partnershipwith stakeholders acrossMCAPS Core, Global Enterprise Sales and Frontier Co.

This rolewill driveapproximately 80% consistency acrossOUswhile allowing 20% localization for market, industry, customer, and regionalneeds.Thisleader willact as the strategic advisor to the CBO Leader, and help evolve CBO's operating model, talent strategy, value proposition and internal awareness and positioning.

Success Measures

Business & financial impact

• Influenced revenue of$32Bacross CBO-engaged accounts in FY27, measured as ACR and Billed Revenue tied to CBOtagged opportunities, with a deliberate, healthy tension held between influenced revenue and net-new opportunity.

• 410qualified net-new opportunities and$2Bof net-new pipeline created from CBO engagements,of which $330M to close during FY27.

• A$1.5Buplift in consumption and ACR on CBO-engaged accounts versus a comparable baseline$1B baseline in FY26, with the measurement methodology and baseline signed off by the end of H1 FY27.

Expansion

• FY27 execution excellence in theAmericasmarkets and Brazil, Canada and Mexico & Central/Southclosely tied to the Innovation Hubs of each location

• Global pilots executed in select geos / accounts in FY27

• Design scalable model for EMEA/Asiaoperating at 80% or more common CBO model, verified through instrumented playbook and tooling adoption rathervsself-report

• CBO confirmed as a Frontier Accelerate program on select accounts in FY27, scaling to a mainstream Frontier Transformation asset in FY28

Operating discipline & tooling

• A consistent, value-driven ROB in place for 100% of OUs, with the weekly business rhythm held for at least70% of weeks and aspirational targets reported transparently, embracing the red to build integrity with stakeholders.

• The current CBO agent suite adopted by at least100% of theexistingteam, with at least4iterations shipped on user feedback, and a documented, standardized approach to how CBO qualifies, pitches, prepares, and executes.

Responsibilities

OU and GTM integration

• Build and activate a clear CBO narrative that explains who we are, where we engage, how we create value, and why the motion matters to Microsoft's highest-priority customers and corporate objectives.

• Increase internal awareness of the CBO organization's impact across critical corporate functions, including Sales, Industry, Solution Areas, Finance, Marketing, Partner, Customer Success, and Business Planning.

• Create executive-ready messaging, proof points, storytelling assets, and business reviews that demonstrate CBO contribution to opportunity creation, pipeline growth, consumption acceleration, strategic deal progression, and customer transformation.

• Partner with senior leaders to position CBO as a repeatable business outcome selling motion that strengthens Microsoft's ability to engage customers around strategic priorities, capability gaps, and measurable business value.

• Serve as an advocate for the Americas CBO team by surfacing wins, spotlighting customer impact, and translating field learnings into leadership-level insights.

ExpansionStrategy

• Work with MCAPS Core to define pilot markets for global expansion; gain sponsorship of SPT and/or Regional ATUs to identify pilot geos / accounts

• Design an agile global scale plan that enables the Americas CBO operating model to be replicated across regions with approximately 80% common methodology, standards, assets, and execution expectations.

• Define the 20% localization framework that allows regions to adapt for local market maturity, industry mix, account coverage, customer priorities, sales model differences, and regional leadership needs.

• Codify the Americas CBO motion into reusable playbooks, role clarity, operating rhythms, engagement models, success metrics, customer scenarios, and enablement assets.

• Partner with global and regional stakeholders to identify what must remain consistent globally versus what should flex locally.

• Establish a feedback loop across regions to continuously improve the model, incorporate local learnings, and ensure global scale does not create unnecessary rigidity.

Strategic Cross-Functional Orchestration

• Act as a connective tissue between the CBO Leadership Team and critical corporate stakeholders to ensure alignment on priorities, business value, field execution, and global adoption.

• Build durable partnerships with Sales Excellence, Marketing, Finance, Industry, Segment, Partner, Solution Area, and Customer Success teams to embed CBO into broader Microsoft planning and execution motions.

• Translate CBO field insights into actionable recommendations for corporate functions, including customer business priorities, capability gaps, competitive signals, and emerging transformation opportunities.

• Help create a consistent mechanism for sharing high-impact CBO patterns, customer stories, and business outcome selling practices across teams and geographies.

CBO Operating Model, Methodology & Enablement

• Document and operationalize the repeatable components of the CBO motion, including account selection, engagement entry points, customer discovery, executive alignment, business case development, opportunity handoff, and value realization.

• Develop enablement that helps account teams, regional leaders, and future CBO resources understand how to apply the methodology with consistency and quality.

• Partner with CBO Managers and Leads to identify best practices that can be reused across customers, industries, solution plays, and strategic sales motions.

• Support the creation of scalable assets that clarify how CBOs link business outcomes to workloads, consumption plans, Microsoft offerings, and customer transformation priorities-consistent with the attached CBO Lead and Manager role expectations.

• Create mechanisms to measure adoption, usage, consistency, and impact of the global CBO model.

Future People Leadership Path

• Establishcoaching principles, role standards, inspection rhythms, and development expectations that align to the broader CBO Manager model, including mentoring, coaching, career planning, and team performance foundations

• Build the foundation for a future people-management role by defining the structure, responsibilities, and success expectations for CBO resources that may report into this function over time.

• Prepare to manage resources aligned to the CBO Lead responsibilities, including customer-facing business outcome selling, executive engagement, account planning, opportunity creation, pipeline influence, consumption acceleration, and cross-functional customer orchestration.

Key Deliverables

OU&GTM integration

• CBO global narrative and executive-ready messaging framework

• CBO impact storytelling and business-review assets

• Global enablement and adoption roadmap

ExpansionStrategy

• 80/20cross-marketreplication framework

• Canada,Brazil and LATAM landing and expansion

• 2-3 pilot executions across Asia or EMEA

Strategic Cross-Functional Orchestration

• Cross-functional stakeholder engagement plan

• Innovation Hub Acceleration Plan for Re-Useable Business Workflows

CBO Operating Model, Methodology & Enablement

• OptimizedAmericas CBO operating model playbook

Team Leadership & Talent Development

• CBO success metrics and feedback-loop model

• Future-state team structure and people-management evolution plan

Qualifications

Required Qualifications:

• 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.

Other Requirements:

• 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.

Preferred Qualifications:

• Bachelor's Degree AND 13+ 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 11+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.

Strategic Account Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 per year.

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

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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.