Business Value Lead

Overview

MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.

Security represents one of the most critical priorities for our customers in a world awash in digital threats, regulatory scrutiny, and estate complexity. Microsoft Security aspires to make the world a safer place for all—reshaping security and empowering every user, customer, and developer with a security cloud that protects them through end-to-end, simplified solutions. We accelerate Microsoft’s mission to secure digital technology platforms, devices, and clouds across our customers’ heterogeneous environments, while safeguarding our own. 

We’re looking for a Business Value Lead, who thrives at the intersection of strategy and execution. As Business Value Strategy Lead, you’ll own Microsoft's Security Business Value strategy and operating model globally, influencing how Security sellers quantify customer outcomes and accelerate strategic deals. You’ll provide subject-matter expertise, deal coaching, and scalable offerings that help sellers quantify business outcomes and win more deals. You’ll proactively clear complex roadblocks, partner with business, platform, and tools experts to report the metrics that move the business forward, and turn findings into insights that use data to influence decisions. Strong analytical thinking, business value communication, and cross-organizational relationship-building are essential from day one. 

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

Business Value Strategy & Practice Development  

• Owns the end-to-end Security Business Value strategy, practice, and operating model, aligning with broader Microsoft, Security, sales, and go-to-market priorities.  
• Serves as a subject matter expert on Security Business Value, developing a clear point of view across cost optimization, risk reduction, security posture, operational efficiency, and AI-enabled innovation.  
• Defines scalable methodologies, frameworks, and offerings that help sellers uncover customer priorities, quantify business outcomes, and build compelling executive-level business cases.  
• Partners with cross-functional stakeholders to design and evolve Business Value offerings from concept through field adoption and customer delivery.  
• Creates and maintains reusable assets, including discovery frameworks, executive proposals, value narratives, Business Value Assessment templates, financial models, and seller guidance.  
• Translates customer needs, market signals, and field insights into improvements to the Business Value practice and future value-proofing capabilities.  
• Provides thought leadership on emerging Security business drivers, customer challenges, competitive dynamics, and opportunities to strengthen Microsoft's value differentiation. 

Business Value Execution, Insights & Adoption 

• Defines and evolves the Business Value operating model to scale impact, enable consistent execution, and support seller success. 
• Champions the Business Value offerings with stakeholders, partners, and customers by articulating its value, driving alignment, and building adoption. 
• Partners with regional and cross-functional teams to land, execute, and continuously improve Business Value motions. 
• Builds adoption and Business Value capability across the sales organization through coaching, readiness, best-practice sharing, and support for regional execution.   
• Brings the voice of the field  into the Business Value practice by capturing insights, identifying trends, surfacing execution barriers, and recommending improvements. 
• Synthesizes engagement outcomes, customer feedback, analytics, and field learnings to inform go-to-market decisions, evolve Business Value offerings, and influence future priorities and investments. 
• Establishes success measures that evaluate the effectiveness, adoption, quality, and business impact of Business Value engagements and offerings. 
• Partners across Security GTM, Sales, Customer Success, Engineering, Marketing, Finance, and regional teams to deliver a connected, scalable, and customer-centered Business Value motion. 

Key Accountabilities   

• Define the Security Business Value strategy, framework, and and end to end operating model. 
• Design, execute, and continuously improve the Security Business Value model to quantify customer ROI, accelerate deals, and scale value-based selling across our global sales organization.  
• Create scalable methodologies and tools that enable sellers to quantify business outcomes and build executive-level business cases.  
• Translate customer and field insights into new value-proofing offers and capabilities.  
• Partner across Security GTM, CSU, Marketing, Sales, and Engineering to drive adoption and consistency.  
• Influence strategic deal outcomes by shaping value narratives for large enterprise opportunities.  
• Establish success measures and continuously evolve the program based on measurable business impact. 
• Build cross-company partnerships across sales, marketing, engineering, Global Black Belt (GBB) teams, and partners to deliver impact through business value programs.  
• Distill value themes, trends, and risks from field engagement, BVA outcomes to drive go-to-market (GTM) improvements and sales impact.  
• Support ongoing upskilling and readiness for BVA Desk delivery across sellers and regions. 
• Communicate progress, impact, and learnings across audiences—executive leadership, sales leaders and managers, sellers, and partners.  
• Raise the bar on what a business value program can deliver through program-management innovation and excellence.  

• Other

  • Embody our culture and values.   

Qualifications

Required/minimum 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.

Additional or preferred qualifications

• Master's Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience OR equivalent experience.

• Experience in Program Management functions, project delivery roles, and written communications to stakeholders at operational and executive levels.   

• 5+ years experience working in a customer-facing role (e.g., internal and/or external).   

• 8+ years Financial and analytical acumen to build and defend business value models—financial modeling, ROI and Total Economic Impact (TEI) analysis, cost-benefit analysis, and business-case development. 

• Proficient in business value consulting, financial modeling, value realization, and executive storytelling to build repeatable frameworks that scale globally. (e.g., ROI and Total Economic Impact modeling) in enterprise sales.  

• Thought leadership, cross-functional influence without authority, and the ability to shape investment and go-to-market decisions.  

• 5+ years of experience in cybersecurity, cloud security, or security-related technology solutions, with an understanding of security business drivers, customer challenges, and go-to-market motions 

• Working knowledge of the security technology landscape, competitive dynamics, and market trends needed to define program strategy and business value models.  

Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 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.