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Job Details
Posted date: Jul 24, 2025
There have been 3 jobs posted with the title of Customer Business Outcomes (CBO) Specialist all time at Microsoft.Category: Sales
Location: Washington D.C., District of Columbia
Estimated salary: $156,600
Range: $107,600 - $205,600
Employment type: Full-Time
Travel amount: 50.0%
Work location type: Up to 100% work from home
Role: Individual Contributor
Description
The Customer Business Outcomes team engages customers to define their business outcomes, quantify value, and drive actionable plans for their success. We are looking for a Business Outcome Specialist to support the Federal Government Operating Unit (OU) to combine business outcomes and technical expertise to empower customers to articulate and achieve their business goals.The primary focus of the Customer Business Outcomes (CBO) Specialist will play a key role in executing and implementing a 3-to-5-year Business Case for Digital Transformation with our customers, combined with our ecosystem of partners and industry influencers. Specifically, in this role, you will manage the relationships with the field sales community to discover and validate the customers’ desired business outcomes, quantify the value, identify the capability needs and assess the customers’ maturity level, and model the scenarios of financial impact. As a Customer Business Outcomes Specialist, you will apply our Customer Business Outcome (CBO) methodology and work closely with the Federal Teams’ Regional Vice Presidents (RVP), and Account Team Unit (ATU) General Managers, to ensure domain expertise. In this customer-facing role, you will need to support and manage meetings and presentations to executives and other valued stakeholders.
In this role you will have the unique opportunity to drive program pursuits and growth activities, bringing your strategic perspective and demonstrated successful track record interacting with civilian federal agencies, The Defense Industrial Base (DIB), and the broader Department of Defense (DOD). A qualified candidate needs to be versatile and have strategic sales experience or consulting, be deeply committed and passionate about improving customer outcomes through technology innovation and transformation.
This role will focus on identifying, clarifying, and delivering business outcomes for our customers and translating their capability needs to the relevant areas of the Microsoft portfolio to provide guidance and acceleration to account team orchestration (Account Executive, Account Technology Strategists, Solution Specialists, Digital Advisors, and Cloud Solution Architects).
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.
Discovery
Define an ATU Field Engagement model for Customer Business Outcomes (CBO) in the context of our customers’ business that starts with their desired business outcomes.Identify strategic growth opportunities in new or existing markets that allow the Federal, DIB and DoD agencies to expand, and deliver high-quality capabilities to the U.S. and partner nation forces.Engage directly with Line of Business, Engineering leads and internal account teams to execute the CBO Discovery Workshops.Execute and deliver CBO Workshops that will validate the customers’ business outcomes, identify business and technical capabilities that need to be adopted or matured.Assess the current and desired state of maturity in the form of a Maturity Model, and map these capabilities from a Transformation Architecture to a Microsoft Reference ArchitectureModel and coach the Account Executive (AE) and Account Technology Strategist (ATS) communities to carry out planned and developed strategies with accounts we are focused to wins where we will establish Microsoft as the partner of choice within a verticalLead multiple, highly complex engagements across various functions, which ultimately combine into one comprehensive model for engaging customers in a Business Outcome oriented sales motion.
Customer Priority Alignment
Internal Planning: Align customer goals & CBO research to determine approach for workshopWorkshop: Facilitate engagement sessions with Deputy/Executive Director level customer leaders to seek alignment of the stakeholders and to explore opportunities and priorities based on impact towards success criteriaValue Quantification: Create financial models that quantify top business priorities and use cases based on the customers’ specific KPI measurementsPresent Executive Summaries: Align stakeholders with resources and solutions that impact business priorities, including recommended next steps to maintain customer momentum toward high value – high impact outcomesOther
Embody our culture and values
Qualifications
Required/minimum qualificationsBachelor's Degree in IT, Business, Finance, or related field AND 4+ years solution sales, technical sales, marketing, communications, licensing, or channel/business development experience OR relevant certifications from Microsoft or recognized platforms AND 3+ years solution sales, technical sales, marketing, communications, licensing, or channel/business development experience OR 5+ years solution sales or related experience OR equivalent experience.4+ years experience working with federal government agencies, The Defense Industrial Base (DIB), driving digital transformation.2+ years of enterprise customer facing experience in a multifaceted role leading or designing customer led workshops and building financial models in Excel to support sales and business outcomes.Other Requirements:
Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. These requirements include, but are not limited to the following specialized security screenings:
Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport.Additional or preferred qualificationsFederal Security Clearance: TS/SCI (top secret / sensitive compartmented information)8+ years solution sales or consulting, or related experience. 1+ year(s) experience with cross-group responsibilities (e.g., project manager for significant projects with cross-group/cross-country impact and membership).Extensive knowledge of and experience working with the Program Executive Offices, Major Defense Acquisition Programs, Prime contractors, and other stakeholder organizations across federal agencies and broader Department of Defense.Azure Fundamentals, Modern Workplace Fundamentals, or Dynamics certification(s), or other related independent cloud certifications.The preferred candidate will have a proven history of driving growth in market share, achieving sales targets, deep knowledge of Microsoft’s product landscapes, customer obsession, and partner collaboration. Solution Assessment IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 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 $145,600 - $205,600 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
Microsoft will accept applications for the role until August 1, 2025.
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.
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