Overview
Role Overview
The Commercial Solution Area CSA Activation Lead, ABS is responsible for driving Microsoft Customer Engagement Methodology MCEM stage 4/5 activation and associated outcomes for SME&C Customer and Partner Success CPS with focus on AI Business Solutions ABS
The role partners closely with SME&C STU Specialist Team Unit, MCAPS Core ABS SME&C, Customer & Commercial Success C&CS SME&C Execution, C&CS Planning, Landing and Excellence, Global Channel Partner Sales GCPS, SME&C GS&O GTM Marketing ABS, Cloud Accelerate Factory, Product and other teams to accelerate pipeline, adoption, and associated business outcomes.
The role will act as a bridge between strategy and execution, ensuring that:
Upstream GTM Go-To-Market design for Stage 4/5 execution is built for scale from the ground up with IP that is partner centric & digital first.
The broader ecosystem supporting field landing & readiness has clear requirements and is held accountable for outcomes.
SME&C Small, Medium Enterprises & Channel leadership and CSU Customer Success Unit leaders have the field technical execution insights to inform continuous improvement.
Responsibilities
Key Responsibilities
1.Customer Success Strategy Definition ABS
Represent SME&C CPS and influence strategy creation inclusive of MCEM design, Solution Plays Customer Conversations, Role accountabilities, IP development needs, Business KPI definitions
Translate corporate and regional GTM strategy into local practical execution plans
Establish continuous feedback loops to improve:
GTM programs
Customer Conversations design
Field enablement
2. Solution Area ABS Activation & Execution Guidance
Lead Stage 4/5 activation of customer conversations and campaigns for ABS
Contribute to cross-solution efforts to align execution frameworks, tools, operating rhythms, partner involvement and drive adoption within ABS.
Ensure CSAs Customer Success Architects, DCSAs Digital Customer Success Architects and CSAMs Customer Success Account Managers are equipped to execute ABS Customer Conversations effectively.
Drive last-mile field activation, including validation of readiness & enablement of field resources by accountable Corporate teams.
3. Business Performance & Insights Leadership
Serve as the central aggregator of business performance for ABS.
Track and analyze relevant metrics for the business like:
Pipeline creation and velocity
Conversion and win rates
Customer conversations adoption and execution quality
Be the aggregation layer for technology/solution aligned technical feedback gained from the field as part of executing against stage 4/5 including but not limited to:
Technology capability gaps
Capacity and performance trends
Technical insights that support Consumption attainment
Remove execution blockers and streamline processes to enable reliable field delivery
Qualifications
Required Qualifications
Bachelor's Degree in Business Administration, Marketing, Finance, Engin
