Senior Segment Azure Go-to-Market Manager
Microsoft
Senior Segment Azure Go-to-Market Manager
Multiple Locations, Trinidad And Tobago
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Overview
The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy into a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.
Microsoft Azure is the engine of our transformation – The Senior Segment Azure Go-to-Market (GTM) Manager role is critical to driving customer adoption at scale driven by deep industry domain, product truth, and partnerships with sales, marketing, operations, and sale excellence. In this role, you will specialize in the needs and opportunities within one of Microsoft’s critical US Geography.
We’re looking for a highly driven, motivated marketing individual to join our Go-to-Market (GTM) team. This role requires someone who acts as a thought leader, and tracks success criteria and performance metrics. You will work with emergent technology, create alignment and action across teams, move roadblocks and simplify complex concepts, truly lives for big challenges.
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.
Qualifications
Required/Minimum Qualifications
- 5+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
- 5+ 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, competitive market analysis and positioning; organize and drive product roadmaps; develop insights from market research; or related.
- 3+ 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.
Additional or Preferred Qualifications
- Understanding of Microsoft Cloud platform, or other public cloud platforms, including IaaS and PaaS technologies and how they translate into business impact. Versed in cloud migration and modernization.
- Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape including AWS and GCP
- Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs
- Effective stakeholder management skills across matrix organizations.
- Cross-group collaboration, executive communication, storytelling skills, and the ability to translate complex ideas for various audiences.
- Experience working with others to remove blockers and accelerate sales pipeline.
- Outstanding communications experience at all levels including C-level audiences.
#SEO
Responsibilities
Product Advocacy
Acts as a primary spokesperson and product evangelist for the business as a whole, inclusive of products within the Product Manager-owned portfolio. Leverages product, industry, market, and competitive knowledge as well as technical expertise to develop localized competitive strategy, position the value proposition, and tailor messaging to both internal (e.g., sales and marketing readiness) and external audiences (e.g., press, analysts, partners, user community, customers). Provides guidance to sales (e.g., interpretation of propensity models) in customer engagements and shares expertise to guide partners.
Business Management
Builds and drives business strategy and tracks the efficacy of plans for the line(s) of business to drive sustainable growth within and beyond the boundaries of the fiscal year. Accepts accountability for scorecard metrics and key performance indicators (KPIs) across products/services or across the business. Drives a One Microsoft approach with key stakeholders to alignment and leadership around strategic priorities and orchestration efforts across the subsidiary to deliver against priorities. Leverages area/subsidiary portfolio share, revenue, and scorecard information to identify insights and actively impact marketing and business planning decision-making. Leads a regular cadence of connections with corporate (e.g., global sales, marketing, and operations [GSMO], the business group, engineering) to execute tactical and strategic planning, gather feedback, and enable field performance. Delivers product and technical insights to the business by sharing data-driven insights about execution, performance, and trends in the area/subsidiary. Leverages understanding of the overall health of
the business and customer/partner pain points to identify areas for adjustment to drive greater impact in the field. Adapts and cascades information based on changing priorities. Aligns and disseminates best practices to enable successful performance across groups.
Go-to-Market (GTM) Strategy, Planning, and Delivery
Creates and orchestrates strategic go-to-market (GTM) plans for assigned line(s) of business across sales, marketing, consulting, customer success, and partner functions, supporting One-Microsoft, cross-functional execution as appropriate. Collaborates with one commercial partner (OCP) to guide and support the execution of programs to recruit and enable partners to achieve target capacity and quality. Defines and analyzes key performance indicators (KPIs) and scorecard metrics for the area/subsidiary. Fosters alignment of investments and monitoring of growth opportunities across partners. Considers relevant aggregate business metrics (e.g., revenue, scorecard, share) and enables measurement of KPIs against revenue and scorecard metrics. Drives GTM strategy and lands growth plans (e.g., revenue, usage, customer health). Develops competitive strategies to drive target market share gains, and actively manages relevant stakeholders to drive the local product marketing growth strategy. Drives a functional team in understanding and executing strategy plans. Assesses and compares activity and impact across strategy plans.
Field Enablement
Partners with sales to land field enablement accountability. Serves as an orchestrator between the business and the areas/subsidiaries to develop and land sales programs. Partners with finance and Product Marketing Manager (PMM) teams to ensure team is aligned with business results. Provides thought leadership and clarity to coach and equip the team, channel, and sellers with the knowledge, skills, and resources to sell (e.g., readiness for programs owned by the solution area). Appropriately activates the partner ecosystem to enable and drive results. Identifies failure points and orchestrates resources to mitigate.
Business Development
Supports the creation and pursuit of white-space growth opportunities across products/services. Leverages knowledge of revenue, share targets, and the area/subsidiary's capabilities in order to develop strategies that maximize performance across products/services. Builds relationships and drives regular engagements with relevant stakeholders to operationalize competitive strategies and land implementation of solutions that drive strategic impact and increased market share for Microsoft and partners.
Specialty Responsibilities
Orchestrates between engineering, sales, and the product teams as needed. Proactively drives alignment and lands large/unique hardware or capacity needs. Proactively manages transition plans between products.