Senior Security Sales Program Manager

The Security Solutions Area Go-To-Market (GTM) and Strategy within the Commercial Solutions Area (CSA) Organization is creating and executing our sales strategy for Security, Compliance, Identity, and Management solutions with field teams around the world to deliver on Microsoft’s mission with our customers. The Security Sales Programs Team is responsible for enabling our field to best serve customers by building world-class sales acceleration programs, along with rigor to scale our offers, remove blockers and expedite the sales cycle.

As a Senior Security Sales Program Manager, you will partner with leaders, peers, and stakeholders across field and corporate organizations to develop, refine, and execute our sales strategy for Security, Compliance, Identity, and Management—building best practices, driving innovation, and raising the bar on what we can achieve.

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**

**Business Program Planning and Design**

+ Performs program landscape research and analysis (e.g., internal and/or external market, sales, delivery), forecasting, and examines business trends (e.g., customer feedback and expectations) to identify audience size and program scope, and stays current, agile, competitive, and contributes to programs impacting the broader unit. Demonstrates thought leadership in contributing to overall business goals, objectives, and strategies, as well as short- and long-term business priorities. Understands and identifies current program risks, impact, and develops mitigation plans impacting the broader unit.

+ Identifies and scopes opportunities to develop new programs and improve current ones impacting the broader unit. Leads the identification and resolution of root problems (e.g., root-cause analysis) and the definition of the program strategy. Gathers program requirements, identifies resource needs, creates the project plan and targets, and works across teams to align on the plan of record. Improves the operations of existing programs by applying industry methodology, defining highly complex program issues, assessing various scenarios, and selecting the optimal scenario to resolve issues. Drives clarity in highly complex program issues and strives for simplification.

+ Leads others who work with cross-functional (e.g., organizational, product, business) stakeholders (e.g., Engineering) to design highly complex programs from initiation to delivery, independently. Provides expertise to produce collateral (e.g., proposals, strategy walking deck, internal and external pitch content) to incorporate stakeholder needs and ensure the business objectives are met.

+ Leads the defining and tracking of success criteria and performance metrics (e.g., Objectives and Key Performance Indicators [KPIs]), such as closed opportunities, adoption, usage, impact, and effectiveness for the program.

**Business Program Excellence and Execution**

+ Shares best practices to define and execute on landing and communication plans, such as the target audience(s) and communication strategy. Leads the rhythm of business (ROB) during plan execution to ensure participants and stakeholders are communicating and responding according to the necessary cadence. Leads others to work across teams (e.g., Landing, Design, Engineering, Finance, Technical Program Management) to ensure all program requirements are understood and can be met.

+ Shares expertise to evangelize highly complex programs to stakeholders, partners, and customers to gain buy in. Leverages data and performance metrics (e.g., Objectives and Key Performance Indicators [KPIs]) to demonstrate the value of the program and show business impact. Leads others to adapt communication style and storytelling strategy according to audience and business needs.

**Business Program Management**

+ Leads a portfolio of programs including the project plan, timelines, milestones, opportunity tracking & management, performance metrics, and/or resource needs for highly complex security sales programs. Communicates the program status and challenges to relevant stakeholders and holds them accountable for following the established schedule, delivery plans, and processes. Establishes objectives and success criteria for the program in an inclusive, collaborative manner with all stakeholders.

+ Provides insight to lead others to understand mapping or how people, process, technology, and systems work and impact one another. Leads the collaboration including leveraging other teams (e.g., Engineering, Sales, Marketing) to ensure program processes are rigorous and executed efficiently. Develops processes around scope and scheduled changes for programs impacting the broader unit, and communicates them to stakeholders. Recognizes process gaps/inefficiencies and drives strategies for optimization.

**Business Program Evaluation and Improvement**

+ Provides insight of business to value drivers (e.g., pipeline metrics, close rate, return on investment [ROI]). Leads monthly business review (MBR) and runs rhythms regularly to identify what is working and what is not and makes improvements accordingly.

+ Provides insight to collect and evaluate success criteria and performance metrics (e.g., Key Indicators [KPIs]), such as close rate, adoption, usage, impact, effectiveness, and customer feedback, and uses scorecards and dashboards to monitor highly complex programs and ensure all activities align with business and program objectives. Leads the synthesis of data analytics (e.g., scenario analyses) to derive insights and training that help identify current and future program risks and mitigation plans, as well as opportunities to streamline and optimize programs based on lessons learned that impact the broader unit.

+ Utilizes direction and strategy from leadership to advocate and influence sponsorship regarding business area of expertise in order to create and execute plans that shift current priorities to new organizational initiatives and objectives, and influences others to change behavior accordingly. Leads the definition of the vision and strategy for change, broad and specific impact, and the flow of communication to the organization. Ensures buy in and adoption of the new program or change by others in the organization. Leads others to develop the collateral required to enable key stakeholders and others to be on board.

**Key Accountabilities**

+ Design, execute and continuously improve sales programs that accelerate competitive deals and sales motions for our global sales organization

+ Build cross-company partnerships with sales, marketing, engineering and other core stakeholders to deliver impact through compete programs

+ Distill competitive themes/trends/risks from field engagement, detection/profiling/sales data, market research to drive GTM improvements and sales impact

+ Lead ongoing role upskilling/readiness for workload compete and key competitors

+ Design and execute targeted programmatic sprints to understand competitive challenges or test hypotheses and land accountability for GTM improvements

+ Communicate progress, impact and learnings to drive awareness and action across a range of audiences (executive leadership, sales leaders/managers, sellers)

+ Contribute to the discipline of program management by driving innovation and improvements and raising the bar on what a compete program can deliver

**Other**

+ Embody our culture (https://careers.microsoft.com/v2/global/en/culture) and values (https://www.microsoft.com/en-us/about/corporate-values)

**Qualifications**

**Required/Minimum Qualifications**

+ Bachelor's Degree in Business, Marketing, Operations, information technology, or related field AND 6+ years work experience in program management, process management, process improvement

+ OR equivalent experience.

+ 3+ years of experience running large and/or complex programs or initiatives

+ 2+ years of experience in a regional or global field sales organization

**Preferred Qualifications**

+ Demonstrated ability to manage large scale projects or programs including work prioritization, planning, and coordination.

+ Proficiency in understanding business metrics, customer and market trends.

+ Ability to work cross-functionally, building and maintaining trust with internal stakeholders.

+ Demonstrated prioritization, partnership, collaboration, executive maturity, communication and interpersonal skills.

+ Able to work independently, handle multiple projects in a dynamic environment, negotiate and collaborate effectively.

+ Experience in working in a direct sales compacity and aptitude of sales dependencies for success.

Business Program Management IC5 - The typical base pay range for this role across the U.S. is USD $115,000 - $200,300 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 $146,200 - $219,200 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 June 19, 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) .