Security Compete Lead

Overview

MCAPS Core accelerates customer outcomes and business growth by bringing together product, engineering, marketing, sales, customer success, and partners around a shared customer mission. Through differentiated go-to-market execution and deep business and technical expertise, we help customers realize value faster, strengthen competitive differentiation, and scale repeatable growth motions.

Security is one of the most critical priorities for customers navigating an increasingly complex threat landscape, regulatory requirements, and heterogeneous technology estates. Microsoft Security aspires to make the world a safer place by delivering end-to-end, simplified security solutions that protect people, data, applications, devices, and clouds.

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, while translating field and market insights into recommendations that shape Security go-to-market priorities and product strategy.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. We bring a growth mindset, innovate to empower others, and collaborate to realize our shared goals. 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

• 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.

Qualifications

• Required/minimum qualifications
• 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 in Near Term Strategy (1-2 years out), Management Consulting, or Finance.
• Additional or preferred 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.

Sales Strategy Enablement IC4 - 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

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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