Director, Go To Market Management for Software and Digital Platforms

The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft's Commercial Strategy to execution plans and driving operational excellence to achieve the greatest results possible across the Americas. Our team drives regional plans, insights and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.

We are looking to hire a Director, Go To Market Management (GTMM) for Software and Digital Platforms (SDP) to work with the Account Team Unit (ATU) as a segment lead. In this strategic position, you will activate go-to-market strategies, orchestrate operational rhythms, and deliver enablement programs tailored to ATU. The GTMM ensures alignment between ATU execution and Microsoft strategies to support net new pipeline creation and revenue acceleration needed for the operating unit to achieve fiscal year targets. You will serve as the representative of SE&O within the operating unit and work alongside a team of individuals responsible for landing our Go To Market (GTM) strategies across the Enterprise business for Americas Enterprise. The Segment GTM leader is required to have a solid understanding of our Microsoft product set, strategy and seller resources.

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.

GTM Enablement

• Increase SDP pipeline and accelerate revenue outcomes through enabling adoption of key SE&O initiatives and GTM content across ATU communities.
• Deliver Frontier Firm GTM campaigns and readiness content tailored to SDP ATU sellers, with a focus on business decision maker activation in partnership with the ATU Sales Enablement Product Team.
• Ensure ATU sellers are proficient in using various tools to effectively assess performance, identify whitespace, target key accounts, and track progress over time.

Advocacy & Advisory Support

• Serve as an advocacy channel for ATU sales escalations; address ATU leader concerns and champion feedback within the organization
• Act as SME advisor; Offer consultative support and answers to help ATU build or accelerate pipeline

Operational Excellence

• Lead the execution of the ATU Revenue Operations rhythm of the business cadence providing top of funnel performance updates, visibility and actionable insights, and white space activation opportunities for ATU leadership and key stakeholders.
• Partner with SDP ATU managers to identify pipeline blockers and implement mitigation plans to accelerate deal progression in partnership with fellow role owners and solution area stakeholders.
• Provide GTM inputs to the development and execution of SDP business strategies. Track the efficacy of plans across solution areas to drive long-term sustainable growth for the business.
• Consolidate insights to succinctly summarize the business for senior leadership in quarterly business reviews.

Governance

• Coordinate territory reviews to include setting agendas, logistics, communicating expectations, and capturing help needed from the account level and leadership asks from the territory level to drive actionable outcomes.
• Ensure compliance with governance & security standards.

Stakeholder Engagement

• Serve as the primary point of contact for SDP ATU GMs and managers, clarifying priorities, resolving escalations, and advocating ATU needs within Americas SE&O and Microsoft planning cycles.
• Represent ATU cross solution (AI Business Solutions, Cloud and AI Platforms, Security and One Services) requirements in strategic initiatives.
• Represent SDP ATU with various GTM stakeholders and provide recommendations to update marketing material, communications and websites in alignment with SDP business strategies.

Other

• Embody ourCultureandValues

Required/minimum qualifications

8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.

Additional or preferred qualifications

• 5+ years of enterprise sales excellence or Go To Market manager experience with ANY combination of the following:
  • 1) driving sales planning, execution governance, and performance management through data-driven insights, sales rhythms, and operational rigor.
  • 2) driving sales enablement to include but not limited to field marketing, product/program/segment GTM, or similar.
• 7+ years of enterprise experience with ANY combination of the following: create and orchestrate strategic go-to-market plans; build, develop, and execute sales enablement strategy; drive marketing and partner programs; product marketing; business planning; product management; customer and market analysis; Go-to-Market strategy and execution; end-to-end customer journey, develop insights; or related.
• 4+ years experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization.
• Background in Sales Excellence.
• Experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization.
• Solid understanding of Microsoft Go-To-Market and sales model.
• Proven ability to lead cross-functional initiatives and influence senior stakeholders.
• Operational discipline with experience managing and participating in complex business rhythms.
• Efficient communication and collaboration skills, with a track record of driving clarity in ambiguous environments.
• Expertise in Microsoft sales tools and platforms (Dynamics CRM) for pipeline visibility, performance analytics, and strategic planning.

Field Product Marketing 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.