Business Program Manager

With more than 45,000 employees and partners worldwide, the Customer Experience and Success (CE&S) organization is on a mission to empower customers to accelerate business value through differentiated customer experiences that leverage Microsoft’s products and services, ignited by our people and culture. We drive cross-company alignment and execution, ensuring that we consistently exceed customers’ expectations in every interaction, whether in-product, digital, or human-centered. CE&S is responsible for all up services across the company, including consulting, customer success, and support across Microsoft’s portfolio of solutions and products. Join CE&S and help us accelerate AI transformation for our customers and the world.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more—and we have an unparalleled opportunity to bring this mission to life in the AI Business Solutions organization. Our culture is centered on embracing a growth mindset, inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

We are looking to hire a Business Program Manager to design and execute Programs to drive revenue growth for the SME&C segments for AI Business Solutions, reporting to the GM, SME&C Sales Acceleration within the AI Business Solutions solution area organization.

Within Small, Medium Enterprises & Channel (SME&C), we serve Corporate and SMB customers at scale – reaching the breadth of the market through a customer-first operating model, a partner-led (CSP) motion, and high-velocity, digital-first engagement. This role focuses on designing programs that generate pipeline and accelerate revenue across pricing levels (EA and CSP) while driving healthy usage, adoption, and renewal. 
Our SME&C team is a collaborative, diverse group passionate about helping stakeholders accelerate the sales cycle to reach shared goals faster. 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.

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.

Business Program Planning and Design 

• Performs research and analysis across the SME&C Corporate and SMB market (internal sales, partner-channel, and external market/customer data), forecasts, and examines business trends to size the addressable audience and scope programs across pricing levels (EA and CSP), staying current, agile, and competitive. 
• Demonstrates thought leadership in contributing to SME&C growth priorities, business goals, objectives, and strategies, as well as short- and long-term business priorities. 
• Gathers program requirements, identifies resource needs, creates the project plan and targets across MCEM stages, and works across teams to align on the plan of record. 
• Works with cross-functional stakeholders (e.g., Business Architecture, Engineering, Marketing, Finance, SE&O, Field, and the Partner org) to design highly complex programs – spanning direct/field and partner-led (CSP) motions – from initiation to delivery, independently. 
• Provides expertise to produce collateral (e.g., seller guides, strategy walking decks, internal and external/partner pitch content) that incorporates stakeholder needs and ensures the business objectives are met. 
• Facilitates defining and tracking of success criteria and performance metrics (e.g., OKRs/KPIs) – such as pipeline generated, net paid seats add (NPSA), adoption, usage, renewal, impact, and effectiveness – for the program. 

Business Program Evaluation and Improvement 

• Provides insight to collect and evaluate success criteria and performance metrics (e.g., KPIs) – such as close rate, adoption, usage health, renewal, net new revenue (NNR), and customer feedback – and uses scorecards and dashboards to monitor highly complex programs and ensure all activities align with business and program objectives. 
• Leads the synthesis of data analytics (e.g., scenario analyses) to derive insights and readiness that help identify current and future program risks and mitigation plans, as well as opportunities to streamline and optimize programs based on lessons learned. 
•  Improves the operations of existing programs by applying industry methodology, defining highly complex program issues, assessing various scenarios, and selecting the optimal scenario to resolve issues. 
• Designs and executes targeted programmatic sprints to understand competitive challenges or test hypotheses, landing continuous improvements of SME&C sales programs across the Corporate and SMB segments. 

Program & Stakeholder Management 

• Aligns programs with the over-arching SME&C GTM strategy, as defined by the business architect for each respective workload.
•  Distills competitive themes/trends/risks from field and partner engagement, detection/profiling/sales data, and market research to identify opportunities for improvement. 
• Builds cross-company partnerships with SME&C, Sales, Marketing, Finance, SE&O, Engineering, GPS, and the Partner org (CSP / Partner Development Managers) and other core stakeholders. 
• Able to work independently, handle multiple projects in a fast-paced environment, and negotiate and collaborate effectively. 
• Contributes to the discipline of program management by driving innovation and improvements and raising the bar on what a sales program can deliver, sharing best practices and tooling with sales program leaders across peer segments and solution areas. 
•  Communicates progress, impact, and learnings to drive awareness and action across a range of audiences – executive leadership (GM/CVP), SME&C sales leaders/managers, sellers, and partners. 

Business Acumen and Executive Presence 

• Executive presence to build confidence and trust with corporate, field, and partner stakeholders. 
• Consultative acumen to drive ideation, planning, and operationalization of SME&C business strategy. 
• Ability to manage large-scale, high-velocity programs at segment breadth – including work prioritization, planning, and coordination. 
• Highly analytical, able to understand business metrics and distill key insights from incomplete data. 
• Running the business: reporting and overall business insights to leadership. 
• Versatile, with proven ability to be adaptable in rapidly evolving business/org situations.

Other  

• Embody our culture and values. 

Required:

• Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 4+ 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.
• 3+ years' experience in in Near Term Strategy (1-2 years out), Management Consulting, or Finance.

Preferred:

• Experience in the SME&C / SMB / Corporate segment and with scaled, partner-led (CSP) go-to-market motions. 
• Familiarity with Modern Work & Security and Microsoft 365 Copilot / AI Workforce solutions and the associated sales and adoption motions (pipeline, seat adds, usage health, and EA/CSP renewal). 
• Track record of advising senior leadership (Senior Director, GM, VP/CVP) and influencing cross-functional teams across Strategy, Finance, Marketing, SE&O, Field, and Partner organizations.

Sales Strategy Enablement IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 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.