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 Cyber Security Business Architect manager 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 of the most senior leaders in the business.
We’re looking for an exceptional leader and cross-team collaborator to partner with stakeholders to build and execute sales strategy to drive revenue growth for the 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 enterprise future growth motions with executable go-to-market initiatives coupled with field role design, coverage, capacity, compensation, and sales offers.
As the Senior Director, Cybersecurity Business Strategy Lead you will enable our Global Black Belt sales team to achieve our collective growth aspirations by building the capabilities and execution excellence in our sales organization. You’ll partner closely with stakeholders including senior leaders in the Product Group, Business Group (BG), Global Partner Solutions (GPS), Customer Success, as well as Small, Medium, & Corporate (SMC) business units to shape & execute Security Solution Area sales strategy.
The business architect manager 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 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.
Responsibilities
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 Global Black Belt 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 Microsoft Strategic and Enterprise customer segments and Partner/Channel communities.
- Control and Monitor Results: Ensure right 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/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.
The ideal candidate will be dynamic, passionate, empathetic, and a self-motivated leader who is confident in working with senior leaders and comfortable in a heavily matrixed organization. They need to be able to gain the trust and confidence of the communities they serve and be a visible leader who can drive results and who truly makes a difference to the communities. Finally, a sustained commitment to D&I both within the team and the broader Microsoft is an essential component.
Skilled in helping employees develop skills and support their career interests; supporting mentorship and succession planning; driving results by partnering and collaborating with other teams and leveraging others in relevant work streams; establishing and communicating performance expectations; identifying performance gaps and monitoring performance to ensure plans are met.
Qualifications
Required Qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 6+ 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.
- 4+ years people management experience.
- 5+ years of experience in Cybersecurity
Preferred Qualifications
- 15+ years of distinguished experience in sales/GTM roles; Cyber Security experience is a plus.
- Experience working directly with senior sales executives and sales teams.
- Experience building forward-looking performance indicators that help anticipate issues.
- A track record of delivering complex projects that have measurable results.
- Experience in subsidiaries/areas (emerging/developed countries).
Sales Strategy Enablement M6 - The typical base pay range for this role across the U.S. is USD $154,500 - $273,400 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 $199,600 - $299,400 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 October 4, 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.
