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Microsoft Corporation Business Strategy Architect, IoT in Cambridge, Massachusetts

Are you a systems thinker interested in defining Microsoft’s global sales strategy for the rapidly growing Internet-of-Things (IoT) and Operation Technology (OT) Security market ?

Microsoft continues to invest over $1B per year in security and research to enable its customers to confidently move to the cloud and modernize their platforms. We deliver the security, compliance, and identity solutions they need to keep their data safe.

In the Security Solutions Team , we are passionate about this mission, and we are looking for a Business Architect (BA) to join our team and enable our field to best serve our customers and our growth ambitions. As a BA, you will be at the nexus of sales, engineering, marketing, and business planning to drive our global strategy for the exciting new space of IoT and OT Security ! This includes incubating the next wave of innovation of internally developed products and leading in the sales integration of new acquisitions.

The ideal candidate will be structured, analytical, entrepreneurial, curious, & excited to apply their passion to defining the right field model to accelerate our growth in the IoT/OT Security business and customer adoption of our end-to-end XDR strategy, while also immediately enabling the next Microsoft acquisitions & partnerships in the IoT/OT security space. You will be a visible advocate for the field and will be counted on to represent the voice of the field and customers across our corporate functions. We welcome your application!

Responsibilities

Define and develop the GTM strategy for IoT/OT Security inclusive of:

  • Blueprint and capacity

  • Sales model design, role orchestration and sales motions

  • Incentives and compensation

Engage and influence corporate and field stakeholders to drive alignment around the plan and align across GTM levers inclusive of:

  • Business model

  • Marketing strategy and collateral

  • Product roadmap

  • Partner strategy

Where applicable, lead the integration of new acquisitions in IoT/OT Security to maximize sales synergies, knowledge transfer and develop a Microsoft GTM while optimizing the acquired companies’ current sales engagements with Microsoft sales engines to drive new sales rapidly, ensuring achievement of revenue goals.

Represent business and technical needs/feedback in key leadership forums with engineering and business leaders.

Ensure right metrics and KPIs in place to achieve right outcomes for our customers, measure progress over time and implement course corrections as needed.

Qualifications

Required Qualifications:

  • 5+ years of experience across strategy, sales, and Go-To-Market roles.

Preferred Qualifications:

  • Previous experience with integration of acquisitions

  • The passion and expertise to analyze and decompose complex systems to design and refine towards a desired outcome.

  • Strong domain knowledge / expertise in IoT/OT Security and/or Network Security

  • Proven ability to understand strategic implications of change, train cross-functional teams, and provide leadership to overcome barriers and achieve results through individual and broader team efforts.

The salary for this role in the state of Colorado is between $125,000 and $216,000 .

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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