Security Activation Go To Market Lead, Small and Medium Business

Job Description

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, Security 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 Global Strategy & Operations (GS&O) team plays an essential role in translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.

As the Activation GTM Lead for SMB Security in EMEA, you will accelerate revenue growth, boost field agility, and deliver results with our partners, sellers and marketing. Through deepening your partnership with key stakeholders across EMEA, sales teams, partner teams, Security go to market teams, and marketing functions, you will help support an impactful One-Microsoft approach. You will focus on driving alignment across processes and tools, leading with a cross-solution approach to optimize partner impact, sales pipelines, ensuring effective communication and flawless execution whilst leveraging insights to drive data-driven decision-making. This position plays a vital role in driving scale customer adoption by leveraging comprehensive expertise in solution domain, ensuring product integrity, and fostering collaboration with key teams.

We’re looking for a highly driven, motivated marketing or sales individual to join our Go-to-Market (GTM) team. This role requires someone who acts as a thought leader, tracks success criteria and performance metrics, works with emergent technology, creates alignment and action across teams, removes roadblocks, and simplifies complex concepts. Opportunity will allow you to accelerate your career growth, develop deep business acumen, and hone your leadership skills further.

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

• You will be the primary product and technical advocate, evangelizing across products within the Product Manager-owned portfolio and across the business as well as leverage product and/or technical subject matter expertise as well as industry, market and competitive knowledge to develop competitive strategy, position the value proposition and tailor messaging to both internal and external audiences.

• You will develop and execute business strategy and tracks the efficacy of plans across the business to drive sustainable growth within and beyond the boundaries of the fiscal year as well as accept accountability for revenue, scorecard metrics, and key performance indicators (KPIs) for the business and identify strategic priorities and drives alignment across the business to enable the team/stakeholders to deliver against priorities.

• You will lead definition and orchestration of strategic go-to-market (GTM) plans across the business and develop plans inclusive of marketing, field, customer success, and partner functions that support a One Microsoft approach to overall business strategy + execution. Guide the development and execution of key programs that address customer, market & partner requirements to deliver impact.

• You will ensure regional segment field communities have the leadership and enablement needed to run the business locally and serve as the primary orchestrator between the corporate and the field. Ensure field and corporate leadership are aligned on business results and actions to take.

• You will drive regional segment leadership through revealing and pursuing long-range, white-space growth opportunities and investment plans, as well cross-referencing opportunities or best practices within the global market that could expand to maximize performance across the business.

• You will drive a pipeline of feedback from sales / customer / partner. Leverage regional competitive knowledge to develop business cases and land services with customers as well as provide authorization for investments and drives to ultimately customer success.

• You will exemplify Microsoft Values, Culture, Leadership Principles and create clarity by creating a shared understanding and building a clear course of action.

Qualifications

Required Qualifications:

• Extensive marketing strategy, business planning, sales enablement, business development, technical pre-sales or related work experience OR equivalent experience
• Significant experience of SMB Market, ideally within the Europe Middle East Africa (EMEA) area
• Must have significant partner experience within the SMB Market
• Experience within the Security Product marketing area

Preferred Qualifications:

• Extensive marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience AND Bachelor's Degree in Business, Marketing, Computer Science, or related field OR equivalent experience
• Proven experience of managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization OR equivalent experience
• Go to Market (GTM) experience within the Security, Compliance and Identity areas

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.