Overview
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
The Small and Medium Business (SMB) segment within SME&C is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience.
The Regional Sales Lead for the Americas SMB Security Solution Area owns the end-to-end growth, strategy, and execution of Microsoft's Security business across the Small and Medium Business segment. You will lead a sales organization as a manager of managers, and work with key business partners from the partner, products and services, marketing, finance, and operations teams, driving alignment on the SMB strategy through the development of a holistic business plan, and ensure always on execution with the right level of investments to address customer needs and accelerate their digital transformation. You will drive revenue attainment, solution play execution, partner ecosystem growth, Secure AI Productivity adoption, and customer success through data-driven leadership, technical expertise, and cross-functional orchestration. You will serve as the primary business owner for Security performance while scaling impact through partners, digital sales motions, and executive customer engagement to accelerate Microsoft's security and AI transformation agenda. To be successful, you must have a deep understanding of the local markets, customer acquisition engines and upsell/cross-sell motions across services/products and the respective routes to market, specifically the partner channel ecosystem.
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
Own the SMB Security Business Performance and Growth Strategy
- Serve as the accountable leader for the SMB Security business across the geography, driving attainment of revenue, billed revenue, ACR, and customer acquisition targets.
- Lead forecasting, pipeline health, correction-of-error (COE) planning, and execution rhythms to ensure consistent business performance and predictable growth.
- Build and execute integrated business plans aligned to SMB sales engines, customer segments, and priority solution plays.
Lead Execution of Priority Security Solution Plays
Drive the adoption and execution of Microsoft's FY26 Security solution plays, including:
- Modern SecOps & Unified Platform
- Secure AI Productivity
Accelerate strategic sales motions including ME3-to-ME5 upgrades, Security Suite adoption, Sentinel expansion, identity modernization, and security attach opportunities.
Ensure solution play execution delivers measurable impact against revenue, ACR, and customer growth objectives.
Scale Security Through the Partner Ecosystem
- Develop and execute partner-led security growth strategies across distributors, cloud solution providors (CSPs), managed service providors (MSPs), Telcos, and Security Service Providers.
- Drive adoption of CSP Security Accelerate, SureStep, Deployment Accelerators, and other partner programs to expand partner security practices and increase customer reach.
- Partner closely with Partner Solution Sales (PSS) and channel leadership teams to maximize marketing, incentives, investment utilization, and pipeline creation.
Champion Secure AI and Customer Digital Transformation
- Position Microsoft as the trusted security platform for AI-powered productivity by integrating security, compliance, identity, and Copilot value propositions.
- Engage with strategic customers and partners to promote Secure AI Productivity scenarios and AI-ready security architectures.
- Act as an executive thought leader on emerging security trends, threat landscapes, and business outcomes enabled by Microsoft's security platform.
Drive Data-Driven Sales Excellence and Market Leadership
- Establish operating rhythms that leverage customer, partner, and sales insights to prioritize opportunities, optimize investments, and improve win rates.
- Lead "must-win" deal strategy, executive customer engagement, swarming motions, and competitive response plans.
- Utilize cohort-based targeting strategies to accelerate upsell, cross-sell, security attach, and renewal outcomes across the SMB customer base.
Build Technical and Security Solution Fluency Across the Organization
- Serve as the senior security subject matter expert for the SMB organization, ensuring teams are equipped with the knowledge and tools to execute Security and AI solution plays effectively.
- Coach sellers, partner teams, and business leaders on Microsoft Security solutions including Microsoft 365 E5, Security Suite, Microsoft Sentinel, Entra, Defender, and AI security capabilities.
- Promote best-practice sharing and field readiness across communities, leadership forums, and sales teams.
Foster a High-Performance, Inclusive, and Compliant Culture
- Model Microsoft's values, culture, and Trust Code in every engagement while creating a culture of accountability, collaboration, and growth.
- Ensure adherence to compliance requirements, risk management processes, and operational excellence standards.
- Develop talent, strengthen cross-functional partnerships, and build an environment where employees and partners can thrive while delivering exceptional customer outcomes.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.
- 4+ years experience managing others.
Additional or preferred qualifications
- Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 12+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.
- 12+ years relevant sales experience with Information Technology products/services.
- 6+ years experience managing others.
SMB Sales M6 - The typical base pay range for this role across the U.S. is USD $158,400 - $243,000 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 $202,000 - $267,000 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.**