Commercial Solution Area; CSA) Activation Lead, ABS

Position: Commercial Solution Area (CSA) Activation Lead, ABS
** 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:

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.

** 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, 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…