SME&C Security GTM WW Lead
Microsoft
SME&C Security GTM WW Lead
Redmond, Washington, United States
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Overview
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.
If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
As the Security leader, you will drive the go-to-market strategy for Microsoft’s end-to-end security solution stack. Your mission is to achieve SME&C’s Security revenue and share goals by designing business and GTM architecture, defining offers and programs, and leading field enablement and readiness. You will collaborate with WW CSA, Sales, Partner, Marketing, Customer Success, and Engineering to accelerate solution adoption, manage customer interactions, and support field teams. Additionally, you will ensure strong regional alignment and execution across the Americas, EMEA, and Asia, igniting technical and product passion to transform customers through the power of AI.
This opportunity will allow you to deepen your acumen in SME&C Sales Model, Technical Acumen in Security solutions, and your people leadership at scale as well as cross-collaboration and influence.
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.
Qualifications
Bachelor's Degree in Economics, Engineering, Accounting, Finance, Business, or related field, AND 12+ years related experience, including senior sales leadership roles, managing high-performance sales and/or technical-sales teams, coaching solution sales and account development strategies, and/or leadership roles in multi-tiered large organizations OR equivalent experience.
Responsibilities
The Security leader is responsible for achieving SME&C revenue, share and customer experience objectives in close collaboration with WW CSA, Sales, Partner, Marketing, Customer Success, and Engineering team. Core responsibilities Include:
1. Optimize Solution Plays to Drive Growth in partnership with WW CSA
- In close partnership with WW CSU, define SME&C Solution Play business and execution plans to achieve targeted revenue and share objectives through connected demand generation, sales, partner and customer success execution.
- Define required offers, incentives, and programs to drive the business and meet customer and partner requirements in both the Corporate Accounts and SMB segments.
- Optimize the SME&C Security sales model to achieve objectives including segmentation models, blueprint, role taxonomy, orchestration models, and more.
2. Lead the Activation of Solution Plays Across SME&C Globally
- Lead Solution Play localization including integration of local stories, offers, OU level integrated marketing plans, address missing assets, adapt for language and country variation.
- Drive training and enablement across all critical SME&C ATU, STU, PTU and CSU resources
- Partner with the SME&C Channel team to drive strong partner adoption of Solution Plays and associated programs (specific emphasis on the top 50 CSPs)
3. Drive Solution Play Performance and Continuous Improvement
- Define and operationalize weekly and monthly performance management ROB processes to drive execution performance and goal attainment.
- Partner with WW CSA to lead the Security VSU for SME&C ensuring that critical insights, offer requirements and blockers are clearly communicated and actioned supporting SME&C goal attainment.
- Advance the Security business by engaging with customers, partners and sellers to support critical opportunities and key events
4. Activate Technical Innovation & Passion
- Serve as the primary Security spokesperson for SME&C, helping to evangelize solution value propositions both internally and externally with customers, partners and the press.
- Serve as a primary technology subject matter expert within SME&C and help to build enthusiasm and passion with specialist and solution engineering / architect communities.
- Operationalize Security design win and customer evidence programs to build worldclass case studies
5. Lead People & Organizational Development
- Build a high-performance SME&C Security CSA team by attracting top talent and building business and technical skills within the team.
- Foster strong collaboration across various departments such as Sales, Partner, Marketing, Customer Success, and Engineering -encourage teamwork and communication to ensure alignment on goals and strategies.
- Cultivate a culture that embraces learning, inclusion, and growth mindset.