Commercial Solution Area (CSA) Activation Lead, ABS

Microsoft Redmond, WA Posted 1 days ago
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Commercial Solution Area Activation Lead

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:

  1. 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.
  2. The broader ecosystem supporting field landing & readiness has clear requirements and is held accountable for outcomes.
  3. SME&C (Small, Medium Enterprises & Channel) leadership and CSU (Customer Success Unit) leaders have the field technical execution insights to inform continuous improvement.

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

Required Qualifications

  • Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience.
  • 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

Preferred Qualifications

  • 5+ years of experience in Customer Success, Go-To-Market, or Sales Strategy, including experience with enterprise cloud, SaaS solutions.
  • Strong technical and business acumen (ability to connect technology to business outcomes)
  • Proven experience influencing cross-functional teams and programs
  • Deep understanding of Microsoft cloud solution portfolio, FY27 GTM framework and customer conversations.
  • Strong understanding of Commercial Solution Area ABS
  • Demonstrated ability to:
    • Translate strategy into execution
    • Influence senior stakeholders
    • Drive measurable business outcomes
  • Expertice with data-driven decision making
  • Experience driving large-scale transformation or change management initiatives

Core Capabilities

  • Communicating with impact (business value communication; strong verbal and written communication)
  • Business relationship management; stakeholder management; influence and negotiation
  • Cross-Group Collaboration ability to drive integrated outcomes across multiple groups
  • Execution Excellence strong operational rigor and delivery mindset
  • Strategic Influence ability to align diverse stakeholders
  • Data & Insights Orientation performance-driven decision-making

What Success Looks Like (Outcomes)

  • Clear, measurable plans and deliverables delivered on time with strong cross-group alignment.
  • High-quality executive-ready insights that influence GTM decisions and unblock strategic opportunities.
  • Strong adoption of agreed tools/scorecards/operating rhythms with improved execution consistency.
  • Smooth field landing with escalations resolved quickly and clear role/plan cascades across regions.
  • Improved customer conversation adoption and execution consistency
  • Strong field readiness and engagement scores
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