As a partner to CSU Leader running the consumption, usage and Support delivery motions:

Establish and drive a well defined, predictable (ROC) that enforces discipline in consumption processes and support delivery, operational hygiene, and delivers business results through consumption and usage motions

Provide insights based on the BSO and reporting inputs with proposed actions on consumption connections (VSU, QBC)

Drive efficient CSU-led Scrum Rhythm, including gathering insights and completing and closing actions from the scrum

Consumption Excellence (Create, Accelerate and Consume): drive consumption across all Apps & Infra, Data & AI, MW, BA, and Security, including Support.

Leverage BSO and Business Excellence Operation functions to establish framework to measure impact on consumption and usage, as well as empower leadership team to drive effective business decisions

Provide actionable insights to managers for their consumption, usage and support delivery coaching based on consumption / usage / support delivery tracking the trending analysis

Drive execution on consumption and usage, financials, scorecard and customer satisfaction targets through:

oSeamless and effective EOU consumption and usage orchestration and cooperation with M&O (BGs, BSO) by adopting One Microsoft approach from planning to execution

oBridge ownership and deal coaching to CSU / STU / ATU / GPS

oDelivery of Health Reviews and Scorecard Management

oMaintaining required COGS & Opex actuals updates

Support Capacity Planning: Partner with CSAM Leader and finance to ensure that headcount approvals & hiring plan is in line with expected delivery capacity and in line with the Support sales forecast

Define and execute the ongoing Customer Engineer model and manage the forecasting of the capacity and competency working with finance and capacity planning team (import and the export model, cogs, etc.)

As a Consumption Lead coaching for Acceleration and Growth:

Coach for consumption acceleration and growth (Create, Accelerate, Consume) across all Apps & Infra, Data & AI, MW, BA, Security, and Support, enabling seamless intra CSU collaboration and building field empowerment and coaching culture at all levels and rhythms (SCRUM, RoC, Empower Success)

Provide success engagement level as well as milestone insights and coaching leading to healthy coverage and proper milestones execution rigor (accuracy, accountability, velocity, unblocking)

Provide insights and coaching on MACC accounts performance and plans execution to drive ACR growth, prevent baseline erosion and deliver integrated value of support being an enabler for consumption. Ensure Unified Support attached to all MACC accounts

Drive programs and motions accelerating consumption and usage across customer life cycle and ensure successful landing and adoption of consumption motions and support delivery

As a Transformation Lead:

Learn from and contribute to WW community to effectively land CCE transformation cross CSU in close cooperation with the rest of the organization cross EoU and M&O

Orchestrate and champion landing of global consumption programs, technical enablement projects, learning plans and priority MIP accreditation for the area (Umbrella, HOK, CSAM evolution, Empower Success, etc.)

Accelerate customer outcomes by identifying/communicating technical blockers, actioning customer feedback and new product capabilities through SCRUM, OneList Feedback and ongoing collaboration with Product Groups and Partners

Role model the internal transformation from an inspection to coaching culture. Leading managers to become more effective coaches to their teams resulting in increased individual and team capability, employee satisfaction and collaborative consumption efforts

Leverage business insights and transformational leading indicators (TLIs) to benchmark performance and define current and future actions

As a Consumption and CSU representative in Fiscal Year Planning:

Act as a CSU point of contact for fiscal year preparation, roll over activities & growth initiatives on accelerating consumption and growth, bringing transparency, clarity and smooth execution

Responsibilities

Partner with BSO on the Segmentation process, provide CSU specific business insights and assess impact of customer movements across segments, ensuring allocation of CSU resources to the right accounts and territory aligned to the solution area coverage model guidance

Provide decision making support for the CSU lead during blueprint process on headcount changes, organization design, capacity planning and create business cases on additional headcount requests

Drive integrated account planning with focus on customer consumption plans, MACC plans and consumption motions to exceed cloud growth targets and hold managers accountable for plan quality and completeness

Qualifications

Experiences Required: Education, Key Experiences, Skills and Knowledge:

Core Competencies: Organizational Leadership, Strong Technical acumen, Business Acumen, Strategic Insights, Trusted Advisor, Consumption and Usage Motions

Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change

Experience: 10+ years of related experience in: Senior Technical/Sales/Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Planning, Strong Business Analysis Skills (understands financials, sales and consumption processes, scorecards and key performance indicators)

Education: bachelor’s degree or equivalent work experience, MBA/Masters a plus with focus on business administration, economics, finance, organizational management, business management