Strategic Account Executive

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. 

Expansion Strategy 

• 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 

• Establish coaching 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 

Expansion Strategy 

• 80/20 cross-market replication 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 

• Optimized Americas CBO operating model playbook 

Team Leadership & Talent Development 

• CBO success metrics and feedback-loop model 

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