Security Compete Lead
Logistics, Sales & Operations · Sales & Business Development · Sales Operations
In short
We are seeking a Security Compete Lead who thrives at the intersection of cybersecurity, AI, competitive strategy, and go-to-market execution. This role will lead the end-to-end compete motion for a priority area within Microsoft Security, combining deep competitive expertise with field engagement, strategic deal coaching, win/loss insights, and scalable seller guidance. The role will help sales teams strengthen competitive positioning, address complex customer objections, and advance displacement opportunities.
Responsibilities
- Lead the end-to-end Security compete strategy and execution for an assigned competitive area, aligning priorities across sales, go-to-market, marketing, product, engineering, and partner organizations.
- Provide subject-matter expertise and strategic coaching for high-priority competitive opportunities, helping sales teams develop differentiated positioning, address objections, and advance deals.
- Design and continuously improve scalable compete motions, frameworks, and offerings that strengthen field execution and support competitive displacement.
- Own the win/loss insights process for the assigned competitive area, identifying why opportunities are won or lost and translating findings into actionable recommendations for go-to-market, product, and field readiness teams.
- Synthesize competitive themes, customer feedback, market trends, and emerging risks from deal engagement, field input, and research to establish clear points of view and recommended actions.
- Develop Compete playbooks to enable consistent execution across the global sales organization.
- Create mechanisms to capture voice of the field and convert account-level insights into repeatable guidance, scalable practices, and strategic recommendations.
- Partner across sales, marketing, engineering, product, business planning, and partner teams to resolve competitive roadblocks and influence priorities.
- Define and communicate measures of impact, including influenced opportunities, competitive outcomes, displacement motions, adoption signals, and business results, in partnership with relevant data owners.
- Communicate strategy, progress, insights, and recommendations effectively to executive leaders, sales leaders, managers, sellers, product teams, and partners.
- Embody Microsoft culture and values.
Requirements
- Bachelor's Degree in Business, Operations, Finance, or related field AND 4+ years experience in program management, process management, or process improvement OR equivalent experience.
- 3+ years experience in Near Term Strategy (1-2 years out), Management Consulting, or Finance.
Desired Qualifications
- Master's Degree in Business, Operations, Finance, or related field AND 8+ years experience in program management, process management, or process improvement OR Bachelor's Degree in Business, Operations, Finance, or related field AND 10+ years experience in program management, process management, or process improvement OR equivalent experience.
- Experience in Program Management functions, project delivery roles, and written communications to stakeholders at operational and executive levels.
- 5+ years experience working in a customer-facing role (e.g., internal and/or external).
- Deep experience with Google Security solutions and the broader Google Cloud security portfolio, including relevant offerings from Mandiant and Wiz.
- Experience positioning Microsoft Security solutions in competitive scenarios involving Google Security, Mandiant, Wiz, or adjacent cloud and cybersecurity providers.
- Analytical and competitive acumen to build and defend compete strategies—competitive analysis, and win/loss analysis.
- 5+ years of experience in cybersecurity, cloud security, or security-related technology solutions, with a strong understanding of security business drivers, customer challenges, and go-to-market motions
- Experience with competitive intelligence, compete programs, and compete-selling methodologies in enterprise sales, including deal coaching and win/loss analysis.
- Working knowledge of the security technology landscape, competitive dynamics, and market trends needed to define program strategy and competitive positioning.
Benefits
- The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 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
Skills
CybersecurityAICompetitive StrategyGo-to-Market ExecutionSales CoachingWin/Loss AnalysisGoogle SecurityMandiantWizMicrosoft SecurityProgram ManagementProcess ManagementProcess ImprovementBusiness Analysis
#Security#Cybersecurity#AI#Competitive Strategy#Go-to-Market#Sales Enablement#Sales Strategy#Microsoft#Cloud Security
About Microsoft
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Every company has a mission. What's ours? To empower every person and every organization to achieve more. We believe technology can and should be a force for good and that meaningful innovation contributes to a brighter world in the future and today. Our culture doesn’t just encourage curiosity; it embraces it. Each day we make progress together by showing up as our authentic selves. We show up with a learn-it-all mentality. We show up cheering on others, knowing their success doesn't diminish our own. We show up every day open to learning our own biases, changing our behavior, and inviting…
Company
MicrosoftJob Posted
4 days ago
Employment Type
Full Time
Work mode
Remote
Salary
US$106,400–203,600 / year
Experience Level
Mid-Senior
Locations
United States
Qualification
Bachelor, Master
Applicants
Be an early applicant
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