OverviewRole OverviewThe Commercial Solution Area (CSA) Activation Lead is responsible for driving Microsoft Customer Engagement Methodology (MCEM) stage 4/5 activation and associated outcomes for SME&C Customer and Partner Success (CPS) with focus on
SecurityThe role partners closely with SME&C (STU) Specialist Team Unit, MCAPS Core
Security SME&C, Customer & Commercial Success (C&CS) SME&C Execution, C&CS Planning, Landing and Excellence, Global Channel Partner Sales (GCPS), SME&C GS&O GTM Marketing (
Security), Cloud Accelerate Factory, Product and other teams to accelerate pipeline, adoption, and associated business outcomes.
The role will act as a bridge between strategy and execution, ensuring that:
- Upstream GTM (Go-To-Market) design for Stage 4/5 execution is built for scale from the ground up with IP that is partner centric & digital first.
- The broader ecosystem supporting field landing & readiness has clear requirements and is held accountable for outcomes.
- SME&C (Small, Medium Enterprises & Channel) leadership and CSU (Customer Success Unit) leaders have the field technical execution insights to inform continuous improvement.
ResponsibilitiesKey Responsibilities1.Customer Success Strategy Definition (
Security)
- Represent SME&C CPS and influence strategy creation inclusive of MCEM design, Solution Plays (Customer Conversations), Role accountabilities, IP development needs, Business KPI definitions
- Translate corporate and regional GTM strategy into local practical execution plans
- Establish continuous feedback loops to improve:
- GTM programs
- Customer Conversations design
- Field enablement
2. Solution Area (
Security) Activation & Execution Guidance
- Lead Stage 4/5 activation of customer conversations and campaigns for Security
- Contribute to cross-solution efforts to align execution frameworks, tools, operating rhythms, partner involvement and drive adoption within Security.
- Ensure CSAs (Customer Success Architects), DCSAs (Digital Customer Success Architects) and CSAMs (Customer Success Account Managers) are equipped to execute Security Customer Conversations effectively.
- Drive last-mile field activation, including validation of readiness & enablement of field resources by accountable Corporate teams.
3. Business Performance & Insights Leadership
- Serve as the central aggregator of business performance for Security.
- Track and analyze relevant metrics for the business like:
- Pipeline creation and velocity
- Conversion and win rates
- Customer conversations adoption and execution quality
- Be the aggregation layer for technology/solution aligned technical feedback gained from the field as part of executing against stage 4/5 including but not limited to:
- Technology capability gaps
- Capacity and performance trends
- Technical insights that support Consumption attainment
- Remove execution blockers and streamline processes to enable reliable field delivery
QualificationsRequired 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, or a related field OR equivalent experience.
- 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
Preferred Qualifications- 5+ years of experience in Customer Success, Go-To-Market, or Sales Strategy, including experience with enterprise cloud, SaaS solutions.
- Strong technical and business acumen (ability to connect technology to business outcomes)
- Proven experience influencing cross-functional teams and programs
- Deep understanding of Microsoft cloud solution portfolio, FY27 GTM framework and customer conversations and Commercial Solution Area Security
- Demonstrated ability to:
- Translate strategy into execution
- Influence senior stakeholders
- Drive measurable business outcomes
- Expertise with data-driven decision making
- Experience driving large-scale transformation or change management initiatives
Core Capabilities- Communicating with impact (business value communication; strong verbal and written communication)
- Business relationship management; stakeholder management; influence and negotiation
- Cross-Group Collaboration - ability to drive integrated outcomes across multiple groups
- Execution Excellence - strong operational rigor and delivery mindset
- Strategic Influence - ability to align diverse stakeholders
- Data & Insights Orientation - performance-driven decision-making
What success looks like (outcomes)- Clear, measurable plans and deliverables delivered on time with strong cross-group alignment.
- High-quality executive-ready insights that influence GTM decisions and unblock strategic opportunities.
- Strong adoption of agreed tools/scorecards/operating rhythms with improved execution consistency.
- Smooth field landing with escalations resolved quickly and clear role/plan cascades across regions.
- Improved customer conversation adoption and execution consistency
- Strong field readiness and engagement scores
Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 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
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
