Microsoft Corporation Consumption Sales Excellence Leader in Cambridge, Massachusetts
The Consumption Sales Excellence Leader defines and drives a consumption culture across the Operating Unit (OU). The role is responsible for operational excellence of consumption activities across the entire OU. The role is highly collaborative, working as an extension of the Customer Success Unit (CSU) GM and with cross-OU leaders to direct, influence and measure consumption outcomes. The role also provides business intelligence to leaders to support data-driven decisions and coaches team members on both strategic programs and tactical action that can accelerate consumption activities.
Key Success Outcomes:
Our customers achieve target business outcomes associated with stated success plans.
OUs achieve consumption business goals and attain scorecard metric targets.
Cross-OU teams are equipped and enabled to apply best-practices and remove key blockers to accelerate consumption.
OU leadership understand consumption performance trends and key influencers.
Be the CSU GM’s point of accountability for organization-level consumption activities and targets.
Drive the entire OU (Account Team, Specialist Team, Customer Sucess, Services) to have effective consumption hygiene across systems.
Develop, guide and assist CSU leadership on strategy and best practices to drive consumption.
Synthesize business strategies and present viable recommendations to the leadership team to address gaps and risks in achieving consumption goals.
Implement and manage effective consumption hygiene practices to create a high-quality portfolio of customer success engagements.
Ensure that all significant opportunities (including Microsoft Azure Consumption Commitment's/Commitment to Consume) have defined success plans, and consumption outcomes are reflected in pipeline targets.
Ensure End Customer Investment Funding (ECIF) spend supports consumption plans for all significant opportunities and spend milestones are defined and attained.
Maintain the effectiveness OU rhythms to track consumption performance, identify blockers, identify best-practices and lessons learned.
Provide a robust set of consumption analytics and consumption trend reports to OU leadership.
KNOWLEDGE & EXPERIENCE:
Deep understanding of cloud consumption dynamics and consumption reporting
Experience of customer service process design and continuous improvement
Proven ability to orchestrate activities across multiple stakeholder teams and to lead through influence
Problem-solving ability, especially in gathering data to drive decision making under strict timelines and working through complex requirements
8-10 years of experience in customer-facing, Service delivery/Sales/Customer Success roles
3+ years program management
Leadership through Influence; ability to drive alignment with cross functional teams to a common objective and define execution priorities against objectives.
Ability to work on multiple projects simultaneously, manage ambiguity and drive for clarity.
Advanced oral and written communication skills – both written and verbal.
Advanced presentation skills.
BA/BS or equivalent.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .
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