Sr. Manager and Director - Security Business Strategy Job at Microsoft Corporation (Redmond)

Job Description

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 Sr. Manager and Director - Security Business Strategists on the Sales Go to Market (GTM) Strategy team, you will be a critical and visible leader internally and externally and will have the opportunity to influence and work with many of the most senior leaders in the business. We are looking for multiple Sr. Manager and Director - Security Business Strategists for the Security Future Growth Sales Strategy team for the following domains: End-to-End Planning; Technical Loop; Partner Integration and Incubation. These individuals 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. These leaders 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.

Job Responsibility

End-to-End Planning Security Business Strategist: Oversees fiscal planning, including sales priorities, solution alignment, territory design, investments, and compensation across all Security Future Growth products
The role leads cross-functional workstreams, develops business insights to resolve field blockers, manages tracking and reporting for security business metrics, and ensures alignment with Account Team Unit priorities for sales and customer engagement
Tech Loop Security Business Strategist: Oversees the end-to-end process of qualifying and prioritizing top product issues gathered from field sellers, partnering with solution play Business Architects and the Customer Success Unit to prioritize and resolve business-critical blockers
This role acts as a technical advisor on competitive, industry, and product-specific matters, manages and refines feedback collection and triage processes, and maintains precise tracking and reporting of blocker impacts on seats, revenue, and engineering timelines
Accountability includes ensuring a closed feedback loop with all stakeholders for transparency and ongoing improvement
Partner Integration and Incubation Security Strategist: Drives global sales execution for third-party integrations with Microsoft Security products, including Security for AI, Agent 365, Sentinel, Security Copilot, and the Security Store
This role develops go-to-market strategies and co-selling initiatives, collaborating with Business Development and Partner teams to set engagement criteria and success metrics
By strategically positioning partner solutions to complement and extend Microsoft’s security offerings, the role helps fill product gaps, delivers measurable customer value, and strengthens Microsoft’s competitive position in the security market
Shared responsibilities for the roles: Strategy Development & Evolution: Leverage Microsoft platform and competitive industry knowledge to partner with Engineering, Product Marketing, Services, Business Development 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 and Global Black Belt 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 Microsoft Strategic and Enterprise customer segments and Partner/Channel communities
Control and Monitor Results: Ensure right KPIs in place to achieve the 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 Unit, SME&C, 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

Requirements

Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 4+ 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
3+ years experience in in Near Term Strategy (1-2 years out), Management Consulting, or Finance

Nice to have

Master's Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience OR equivalent experience
5+ years of distinguished experience in sales / go-to-market (GTM) roles
Cyber Security experience is a plus
Experience working at the executive-level, both internally and externally
Experience building forward-looking performance indicators that help anticipate issues
Experience working in a large, global matrix with subsidiaries/areas (emerging/developed countries)

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Sr. Manager and Director - Security Business Strategy

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