Program & Compete 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.

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 Cloud & AI (CAIP) 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.

We are looking to hire a Program Enablement Lead to join our CAIP SME&C team. You will own field awareness, adoption, and utilization of our flagship Azure investment and offer programs, including Frontier Accelerate for Azure, working across SE&O, GS&O, Deal Acceleration, Business Architecture, Partner and Marketing teams to land programs with the field and keep them landed.

You will remove blockers to execution, run the field feedback loop, and use reporting and KPI insight to influence where sellers and leaders place their attention.

The primary objective of the role is to accelerate customer adoption and business outcomes by ensuring sellers have access to the right offers, investments, and delivery motions at the right stage of the customer journey – growing pipeline, accelerating revenue, improving solution activation, and advancing strategic business priorities.

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 Cloud and AI 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.

Responsibilities

Program Awareness and Activation

• Align with key field stakeholders and leaders (SE&O, Deal Acceleration, regional GTMs) ahead of each program launch or update to gather feedback and build a coordinated Corp-to-Field launch plan.
• Amplify launches across established readiness channels, including program office hours, newsletters and GTM Teams channels, CAIP and cross-CSA community calls, and regional field forums such as brown bags and town halls.
• Execute a train-the-trainer motion by enabling SE&O and GTMs, regional program leads, and readiness teams so they can scale messaging and adoption across their own field communities.
• Ensure operational readiness by coordinating with tooling and operations leads to communicate updates, validate processes, and prepare triage teams before activation.

Program Utilization and Growth

• Embed programs into field go-to-market motions by aligning offers, investments, and success metrics with strategic initiatives and seller plays across the Corporate, SMB, and partner segments.
• Scale and share best practices across regions by highlighting successful customer engagements, repeatable motions, and field success stories that drive broader adoption.
• Identify, escalate, and resolve systemic and ad hoc field blockers that impact program execution, including partner and CSP constraints, low segment utilization, tooling issues, policy gaps, and operational process breakdowns.
• Drive field accountability through targeted reporting by segment, sales unit, operating unit, workload, and solution play, surfacing adoption gaps and growth opportunities such as whitespace targeting, nomination conversion, and pre-to-post sales progression.

Measurement

• Ensure the correct KPIs are in place to achieve the right outcomes for our customers and to measure business impact, tracking program health quarter over quarter and month over month by segment, operating unit, sales unit, workload, and solution play.
• Own the reporting view across program utilization (nominations, projects approved and completed), business impact (pipeline attached, ACR influenced), offer conversion, funding ROI, project velocity, and top-account attach, and translate those numbers into recommended field action.

Field Feedback and Continuous Improvement

• Drive the rhythm of business with primary and secondary stakeholders, participating in monthly and quarterly business reviews to gather, analyze, and share program insights.
• Collect feedback and operational insight from the field through program office hours, sales and tooling agents, and triage operations teams, and partner with the program team to translate it into enhancements across tooling, processes, offers, reporting, and user experience.
• Close the loop with the field by communicating updates, resolutions, and program improvements through office hours, community calls, Teams channels, and regional program lead syncs.

Asset and Content Governance

• Maintain and govern the field-facing content ecosystem, including the program SharePoint and Seismic pages, seller OneNote and FAQs, offer definitions and workload files, office hours decks and recordings, and the Copilot agent knowledge base.
• Own and facilitate the monthly program office hours as organizer and primary presenter, running sessions across time zones for global coverage, capturing questions and action items, and folding them back into readiness content and field communications.

Stakeholder Connection and Community Leadership

• Establish field relationships and ongoing engagement to formalize connection channels, listening systems, escalation management, and field councils.
• Partner across the program, business architecture, operations, tooling, marketing, partner, and readiness teams to improve the end-to-end seller and customer experience.
• Synthesize findings into insights, leveraging executive presence to influence decisions and proactively drive solutions and seller success.

Required Qualifications

• Bachelor's Degree in Business, Operations, Finance, or related field AND 6+ years experience in program management, process management, or process improvement
• OR equivalent experience.

Preferred Qualifications

• Master's Degree in Business, Operations, Finance, or related field AND 8+ years experience in program management, process management, or process improvement
• OR Bachelor's Degree in Business, Operations, Finance, or related field AND 12+ years experience in program management, process management, or process improvement
• OR equivalent experience.
• 3+ years experience in program management, sales program enablement, Near Term Strategy (1-2 years out), Management Consulting, or Finance
• Direct Cloud and AI experience as either a seller, manager or partner (Azure or competitive platform)
• Demonstrated knowledge of cloud platforms (Infrastructure & App innovation components, Cloud and AI Platforms, governance) and the role AI plays in unlocking cloud platform value.
• Experience running a scale, dig