Security Compete Program Lead

Business Program Strategy, Planning 

• Design and execute the end-to-end AI Security Compete strategy, aligning priorities across  GTM organizations, Product and Marketing
• Demonstrates thought leadership against overall business goals, objectives, and short- and long-term priorities, and identifies program risks, emerging competitive threats, impact, and mitigation plans. 
• Gathers requirements, identifies resource needs, and builds the project plan, targets, and plan of record across teams. Improves existing programs by defining complex issues, weighing scenarios, and selecting optimal solutions—driving clarity and simplification. 
• Partners with cross-functional teams and stakeholders to design complex programs from initiation to delivery, and influence collateral—compete frameworks, battlecards, competitive positioning and objection-handling guides, — and lead win/loss analyses—that meets stakeholder and business needs. 
• Establish strategic points of view on Microsoft's positioning against key AI and security competitors and influence evolving go-to-market strategies.

Business Program Excellence and Execution 

• Defines and tracks success criteria and performance metrics (KPIs) such as competitive win rate, competitor displacements, deal-coaching engagements, influenced pipeline, win revenue. 
• Works with regions and cross-functional teams to land and execute the program. 
• Provides deal coaching on strategic, competitive opportunities—partnering with sellers to build compete strategies, counter competitor claims, and advance deals to close. 
• Drive competitive deal acceleration through strategic coaching on high-priority AI security opportunities.
• Tracks value drivers (competitive win rate, close rate, and displacement) and leads program insights to identify what is and isn't working and drive improvements. 
• Provide guidance on positioning Microsoft Security against competitors in AI-powered security, AI governance, AI workload protection, and security platform consolidation scenarios.

• Analyze competitive win/loss patterns, competitor claims, customer objections, and market trends to identify opportunities for seller effectiveness and program optimization.
• Develop scalable mechanisms to collect competitive intelligence from the field and transform insights into actionable recommendations.
• Create executive-level reporting that measures competitive impact across influenced pipeline, competitive win rates, displacement motions, AI security adoption, and revenue outcomes.
• Influence product strategy and field readiness by communicating competitive gaps, customer feedback, and market opportunities.

Key Accountabilities 

• Design, execute, and continuously improve the Security Compete program to strengthen competitive positioning, accelerate deals, and scale compete selling across our global sales organization. 
• Deliver deal coaching on high-priority competitive opportunities—partnering with sellers and sales leaders to develop winning compete strategies, sharpen objection handling, and advance deals through close. 
• Own win and loss insights—capture why deals are won and lost against key competitors, and turn findings into go-to-market (GTM), product, and enablement improvements recommendations. 
• Build cross-company partnerships across sales, marketing, engineering, sales teams, and partners to deliver impact through the compete program. 
• Distill competitive themes, trends, and risks from field engagement, deal reviews, and market research to drive GTM improvements and sales impact. 
• Communicate progress, impact, and learnings across audiences—executive leadership, sales leaders and managers, sellers, and partners. 
• Raise the bar on what a compete program can deliver through program-management innovation and excellence. 

• 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.

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.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.