Strategic Account Executive

The   Customer Business Outcomes   Growth & Expansion   Director  – is  a strategic leadership role and a member of the CBO Leadership Team. The role  will optimize how CBO delivers  business outcomes, create s  opportunity, and drive s  measurable transformation  in the Americas  —  and will  c odify that motion to expand CBO  as the prototype for Frontier Transformation Discovery . The role will work in  close partnership  with stakeholders across   MCAPS Core, Global Enterprise Sales and Frontier Co.    This role  will drive  approximately 80% consistency across  OUs  while allowing 20% localization for market, industry, customer, and regional  needs.  Th is  leader will  act 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   $32B  across CBO-engaged accounts in FY27, measured as ACR and Billed Revenue tied to CBO  tagged opportunities , with a deliberate, healthy tension held between influenced revenue and net-new opportunity.   410  qualified net-new opportunities and  $ 2B  of net-new pipeline created from CBO engagements,  of which $330M to close during FY27 .   A  $1.5B  uplift 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 the  Americas  markets and Brazil , Canada and Mexico & Central/South  closely tied to the Innovation Hubs of each location   Global pilots executed in select geos / accounts in FY27   Design scalable model for EMEA/Asia  operating at 80% or more common CBO model, verified through instrumented playbook and tooling adoption rather  vs  self-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 least  70 % of weeks and aspirational targets reported transparently, embracing the red to build integrity with stakeholders.   The current CBO agent suite adopted by at least  100 % of the  existing  team, with at least  4  iterations shipped on user feedback, and a documented, standardized approach to how CBO qualifies, pitches, prepares, and executes.

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