Commercial Solution Area (CSA) Activation Lead, Security

Role Overview The Commercial Solution Area (CSA) Activation Lead is responsible for driving Microsoft Customer Engagement Methodology (MCEM) stage 4/5 activation and associated outcomes for SME&C Customer and Partner Success (CPS) with focus on Security The role partners closely with SME&C (STU) Specialist Team Unit, MCAPS Core Security SME&C, Customer & Commercial Success (C&CS) SME&C Execution, C&CS Planning, Landing and Excellence, Global Channel Partner Sales (GCPS), SME&C GS&O GTM Marketing ( Security ), Cloud Accelerate Factory, Product and other teams to accelerate pipeline, adoption, and associated business outcomes. The role will act as a bridge between strategy and execution, ensuring that: Upstream GTM (Go-To-Market) design for Stage 4/5 execution is built for scale from the ground up with IP that is partner centric & digital first. The broader ecosystem supporting field landing & readiness has clear requirements and is held accountable for outcomes. SME&C (Small, Medium Enterprises & Channel) leadership and CSU (Customer Success Unit) leaders have the field technical execution insights to inform continuous improvement.

Key Responsibilities 1.Customer Success Strategy Definition ( Security ) Represent SME&C CPS and influence strategy creation inclusive of MCEM design, Solution Plays (Customer Conversations), Role accountabilities, IP development needs, Business KPI definitions Translate corporate and regional GTM strategy into local practical execution plans Establish continuous feedback loops to improve: GTM programs Customer Conversations design Field enablement   2. Solution Area ( Security ) Activation & Execution Guidance Lead Stage 4/5 activation of customer conversations and campaigns for Security Contribute to cross-solution efforts to align execution frameworks, tools, operating rhythms, partner involvement and drive adoption within Security . Ensure CSAs (Customer Success Architects), DCSAs (Digital Customer Success Architects) and CSAMs (Customer Success Account Managers) are equipped to execute Security Customer Conversations effectively. Drive last-mile field activation, including validation of readiness & enablement of field resources by accountable Corporate teams.   3. Business Performance & Insights Leadership Serve as the central aggregator of business performance for Security . Track and analyze relevant metrics for the business like: Pipeline creation and velocity Conversion and win rates Customer conversations adoption and execution quality Be the aggregation layer for technology/solution aligned technical feedback gained from the field as part of executing against stage 4/5 including but not limited to: Technology capability gaps Capacity and performance trends Technical insights that support Consumption attainment Remove execution blockers and streamline processes to enable reliable field delivery Qualifications Required Qualifications Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience. 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

5+ years of experience in Customer Success, Go-To-Market, or Sales Strategy, including experience with enterprise cloud, SaaS solutions. Strong technical and business acumen (ability to connect technology to business outcomes) Proven experience influencing cross-functional teams and programs Deep understanding of Microsoft cloud solution portfolio, FY27 GTM framework and customer conversations and Commercial Solution Area Security Demonstrated ability to: Translate strategy into execution Influence senior stakeholders Drive measurable business outcomes Expertise with data-driven decision making