Global Security Solutions Lead

About the role

Own the end-to-end commercial success of the Microsoft Security Solutions area, including strategy, sales play portfolio, and sales execution. This role defines what to sell, how to sell it, and drives performance through a structured, data-driven cadence across regions. Acts as the global orchestrator of solution area priorities, aligning regional leaders, Microsoft stakeholders, and delivery engines to translate market opportunity into scalable, repeatable motions that drive revenue, improve incentive adoption, and maximize quota retirement.

Responsibilities

• Own the multi-year business plan, including financial targets, market opportunity sizing, and translation into a prioritized sales play portfolio.
• Lead the end-to-end sales play lifecycle (launch → scale → optimize → retire), ensuring execution rigor, continuous portfolio optimization and performance.
• Run the Solution Area POD cadence, including performance tracking, gap diagnosis (awareness, enablement, presales, post-sales), and corrective actions.
• Define execution cadence, reporting requirements, and KPI frameworks (leading indicators, attribution logic, global taxonomy).
• Orchestrate cross-functional stakeholders (regions, COEs, Microsoft SMEs, Solutions Factory) to align execution, sponsor investments, and unblock performance.
• Ensure scalability through standardization, asset reuse, escalation discipline, and alignment with transformation initiatives to enable capability readiness.

Requirements

• 8 to 10 years of relevant work experience.
• Bachelor's Degree required; Master's / Post Graduate Degree preferred.
• Sales-play design and lifecycle management – ability to build, launch, scale, optimize revenue-generating motions end-to-end across a partner ecosystem.
• Proven commercial ownership of a complex solution portfolio – 5-10 years of senior experience managing a solution area, practice, or equivalent business with financial targets and revenue accountability.
• Quota and business planning – demonstrated experience setting and driving attainment against financial targets; P&L literacy and multi-year business planning.
• Data-driven performance management – strong ability to define KPIs, diagnose execution gaps (awareness / enablement / pre-sales / post-sales) and take corrective action based on evidence.
• Knowledge of Microsoft program, incentives and partner GTM motions – including CSP / two-tier distribution, co-sell, marketplace, and solution-area-specific incentive structures.
• Solution-area technical fluency – working knowledge of the Security Solutions area sufficient to define credible sales plays and engage SMEs effectively.
• Cross-region leadership and influence without direct line authority – ability to align regional Business Development Solution Leads, COEs and technical counterparts around global standards and execution cadences.
• IT channel and distribution experience – preferably in a distributor, MSP or VAR environment with partner-facing GTM responsibility.
• Hyperscaler cloud understanding (Azure / AWS / GCP) – cloud commercial models, consumption economics, partner attach and adoption motions.
• Executive communication – ability to prepare and present performance reviews, investment cases and Steering Committee updates; fluent English; willing to travel and work across time zones.
• Analytical and structured problem-solving – data analysis, reporting and budgeting; ability to quantify market opportunity and convert it into a prioritized portfolio.

Benefits