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, creates opportunity, and drives measurable transformation in the Americas — and will codify 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. This 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.
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.
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
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:
https://careers.microsoft.com/us/en/us-corporate-pay
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.
Skills Required
- Bachelor's degree AND 10+ years experience in an industry and/or driving digital transformation OR Master's degree AND 9+ years experience OR 13+ years experience 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.
- Authorization to work in the United States without employer sponsorship; position is not eligible for visa sponsorship.
- Bachelor's degree AND 13+ years experience OR Master's degree AND 11+ years experience in an industry and/or driving digital transformation, or equivalent experience.
Microsoft Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Microsoft and has not been reviewed or approved by Microsoft.
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Fair & Transparent Compensation — Pay is presented as broadly competitive overall, with clear role/level/location variation and an emphasis on using posted ranges and band information for apples-to-apples comparisons.
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Retirement Support — Retirement benefits are described as a standout, highlighted by a strong 401(k) match structure and immediate vesting, plus additional plan features for tax-advantaged saving.
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Parental & Family Support — Family-oriented benefits are portrayed as a meaningful strength, with substantial paid parental leave and added supports like back-up care and adoption/surrogacy assistance.
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