Microsoft aspires to help our customers achieve their own digital transformation, leveraging the power of the Microsoft cloud solutions and services, to support our mission to empower every person and every organization on the planet to achieve more. As a Director, Business Strategy- Security on the corporate team, you’ll be a critical and visible leader internally and externally and will have the opportunity to influence and work with many leaders in the business.

We’re looking for a leader and cross-team collaborator to partner with stakeholders to build and execute sales strategy to drive revenue growth for the Global small, medium, and corporate (SMC) business within Security Solution Area. Primarily centered on the objective of meeting and exceeding our revenue targets, this role includes owning the global sales execution strategy. This entails developing priority scale motions for our SMC business with executable go-to-market initiatives coupled with field role design, coverage, capacity, compensation, and sales offers.

As the Director, Business Strategy- Security, you will enable our sales field to achieve our collective growth aspirations by building the capabilities and execution excellence in our sales organization. You’ll partner closely with stakeholders including leaders in the Product Group, Business Group (BG), Global Partner Solutions (GPS), Customer Success, Marketing and others to shape & execute Security Solution Area sales strategy.

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.

Responsibilities

The Director, Business Strategy- Security will ensure we define sales roles that maximize short, medium, and long-term business impact, attract world class talent into these roles and build capability of existing go-to-market (GTM) team. This person will build approaches that harness the feedback, knowledge, and power of our sales communities to make our products, programs and people improve to deliver even more value to our customers. This leader will be an advocate for the field and will be counted on to represent the voice of the field and customers across our corporate functions.

Primary accountabilities include:

• Strategy Development & Evolution: Leverage Microsoft platform and competitive industry knowledge to partner with Engineering, Product Marketing, Services and Partner teams to create a multi-year strategic roadmap of field sales strategy and high value sales motions and customer offerings.

• Drive Field Sales Model: Own and land field sales role design, blueprints, compensation/incentives, scorecard metrics and targets, and field seller readiness curriculum/collateral.

• Lead Change Management Efforts: Develop strategies and landing models to effectively scale existing and introduce new sales model concepts across our small, medium, and corporate customers (SMC-C) and small and medium business (SMB) segments.

• Control and Monitor Results: Ensure right key performance indicators (KPIs) in place to achieve right outcomes for our customers and to measure business impact. Analyze sales outcome and customer feedback to drive continuous improvement to drive sustainable revenue and consumption growth.

• Closed Feedback Loop: Facilitation and delivery of closed feedback loop with key executive sponsors and cross-organizational partners including Engineering, Product Marketing, WW STU (Specialized Team Unit)/Customer Success, GPS , Services, etc.

• Field Connection & Immersion: Establish field relationships and ongoing engagement to formalize connection channels, listening systems, escalation management, and field council.

• Field Landing & Readiness: Partner with Readiness leads to ensure successful rollout across the world to help land sales initiatives, GTMs, and readiness plans. Includes as appropriate engagement in virtual training, Executive meetings, field readiness events, etc.

• Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture)

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, engineering or a related field within the security, or related, industry.

• OR equivalent experience.

• 4+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

Preferred Qualifications

• 15+ years of distinguished experience in sales / GTM roles; Cyber Security experience is a plus.

• 3+ years of experience in people management.

• Experience working directly with sales executives and sales teams.

• Experience building forward-looking business performance indicators that help anticipate issues.

• A track record of delivering complex projects that have measurable results.

• Experience with SMC and/or SMB customers and partners.

Sales Strategy Enablement M5 - The typical base pay range for this role across the U.S. is USD $129,200 - $248,800 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 $162,000 - $268,900 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 September 15, 2024.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .