Director, Americas Go-to-Market Management, Americas

Microsoft

10d • Remote

About The Position

The Microsoft Americas Sales Enablement & Operations (SE&O) team plays a critical role in translating Microsoft’s Commercial Strategy to a local execution plan and driving rigor to accelerate business results for Microsoft and its customers. 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. We are hiring a Director, Americas Services Segment Go-to-Market Manager (GTMM). In this role you will help execute the Services Segment strategy in partnership with the field Services sales teams, with accountability for segment landing, rhythms of business (ROB), and partner integration. You will sit at the center of strategy and execution—driving clarity, focus, and alignment to ensure Services priorities land effectively with the field. In this role, you act as a segment thought leader, shaping how Services shows up across priorities, narratives, and motions. You will own segment landing end-to-end—translating business strategy into executable plans that connect field readiness, marketing motions, and partner leverage. Your ability to simplify complexity and turn ambiguity into clear direction will be essential. Partnership is core to this role. You will work closely with sales, services, and marketing leaders to integrate services into segment strategies, unlock market opportunities, and drive scaled impact. You will enable alignment across corporate, field, and cross-functional teams, proactively removing obstacles and ensuring seamless execution. If you thrive in high-impact roles that require influence, strategic rigor, and operational discipline—and are energized by leading big bets, landing strategy with the field, and driving results through strong partnerships—this role offers the opportunity to shape the Services Segment story across the Americas. Flexible Work Opportunities: This role offers up to 100% work-from-home flexibility, allowing you to balance professional and personal needs. 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.

Requirements

• Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND 8+ years related experience, including coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/Infrastructure technologies, and/or subscription services, senior sales leadership, or managing high performance sales and technical-sales teams
• OR equivalent experience.

Nice To Haves

• 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.
• 5+ years of experience at the level of a Sales Manager, Marketing Manager, or Sales Enablement leader with 3+ years at an enterprise tech company
• Proven experience in effecting change, driving business strategy and process optimization, and organization design through effective cross group collaboration and group evangelization in a matrix organization at an eco-system level
• Experience managing a large group of stakeholders and executives
• Successful & consistent project and time management
• Demonstrated track record of exceeding established goals on a consistent basis
• Bachelor’s Degree (B.S./B.A.) preferred, relevant fields of study include Marketing, Business, Computer Science or equivalent experience.

Responsibilities

• Drives initiatives and capabilities needed to drive success within scope of accountability and works to develop/mentor/coach talent internally or develop plans to attract needed talent to Microsoft. Serves as Microsoft advocate to connect with customer and partner. Acts as systems thinker with deep business insight and know how of levers to use across the business to drive the ecosystem for both direct and at-scale customers. Defines expectations and sets strategies with other teams and organizations to determine the health of co-selling process within the region, and address internal and partner capacity and capability needs. Leads and drives as a role model the external agenda of all specialist sellers to build and influence the market. Drives their team's cultural development in alignment with organizational goals. Serves as the champion for compliance.
• Defines expectations and sets strategies for teams to better understand the business outcomes that drive digital transformation relevant to their customers/partners across lines of business and coaches teams to partner with internal teams to accelerate the customer/partner digital transformation. Enables and empowers managers (e.g., specialist sales, technical specialist) to drive cloud businesses growth at or above targets, and accelerate customer value realization through cloud services consumption across our solution areas and industries (e.g., Modern Workplace, Apps and Infrastructure, Data and Artificial Intelligence (AI) and Business Applications). Coaches and guides cross-organizational teams on strategic projects and high-impact business solution deployments that enable digital transformation and deliver business value. Serves as subject matter expert and leverages impactful industry insights into partner engagements and sales meetings by understanding partner specifics. Influences the technical and sales leadership agenda across Microsoft field and contributes with vision and execution of solution and technical sales across different customer scenarios.
• Coaches and guides multiple sales and field marketing teams (e.g., Digital Sales, Field Sales, Marketing, Category Teams, Field Specialist Teams) as they optimize customer lifetime value by supplementing global data with local insights for optimization. Proactively cultivates trusting and influential relationships with leaders/stakeholders, while also leading a team to elevate leader/stakeholder relationships and execute on Microsoft sales strategies with business and technical decision makers to secure buy in and close sales. Defines and demonstrates strong leader/stakeholder engagement strategies to enable their team to build strong relationships with leaders/stakeholders to drive strategic change decisions. Advocates on behalf of stakeholders internally, ensuring requests and needs across their book of business are being addressed. Focuses on the customer and partner business initiatives, and brings value to the leader/stakeholder's strategy discussions, including driving high integrity and compliant partner engagements and behaviors and partner decision making. Navigates complex sales cycles through a partner ecosystem and centralized marketing engine. Coaches and guides the driving of end-to-end partner business solutions to increase average deal sizes. Champions and actively maintains quality Red Carpet (onboarding) transitions, and institutes territory planning, adhering to the market segmentation policy. Drives cross-organizational clarity and supplements global data with local insights to optimize for customer lifetime value through acquisition, retention and growth strategies leveraging scalable routes to market.
• Collaborates with key stakeholders in the business to build a sustaining growth engine that is cohesive, resilient, and optimized. Serves as a thought leader in industry groups. Has technology-driven professional presence in the market. Considers global perspectives in best practices and shares with teams. Creates shared vision with v-team manager peers to ensure right team members are aligned to the right opportunities.
• Coaches others to successfully execute the sales plays and customer/partner Transformation strategies (e.g., reshape the partner ecosystem, accelerate connection to customers through excellence in sell or co-sell motion execution).
• Remains accountable for successful cross-organization execution for plans. Lands overall strategy, drives alignment to that strategy, and helps ensure the plan is executed. Provides strategic direction on how to address customer/partner needs and how to best serve them. Ensures optimization of sales and marketing engines to be able to tailor and drive route to market. Holds regular account, segment, and/or territory discussions and opportunity reviews with team members, checking for adherence to business processes, tools, and account priorities (e.g., quarterly business update). Develops go-to-market (GTM) approach. Details and implements constructible plan for refining it. Leads segments in strategic sales planning that includes customer segmentation, coverage, shared-resource capacity planning, and quota setting. Builds and influences the strategic area partner plans and drives execution through a team of build, go-to-market (GTM), and co-selling resources.
• Embody our Culture and Values

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees