Director, Go-To-Market Management, Cloud &AI Platforms

Microsoft•,

5d•$130,900 - $272,300

About The Position

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 seeking a Director, Go-To-Market Management, Cloud &AI Platforms, to lead and develop a team of Direct GTM Segment Leaders responsible for accelerating business growth, driving execution excellence, and delivering customer impact. This role serves as a strategic bridge between Corporate, Product GTM, Engineering, EPS, CSAs, and field teams, translating strategy into action while bringing field insights back to influence business priorities. You will coach and empower a high-performing team, foster an inclusive culture, and drive accountability, talent development, and operational rigor. The successful candidate brings strong field sales or sales leadership experience, a passion for developing talent, and the ability to influence across organizational boundaries to drive customer success and business growth. 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

8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
12+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience AND Bachelor's Degree in Business, Marketing, Computer Science, or related field OR equivalent experience.
8+ 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 people management experience.
5+ years of Enterprise Cloud Sales, Segment Leadership, SSP, Go-To-Market leadership experience with direct responsibility for driving business performance, sales execution, pipeline acceleration, and field accountability across a large enterprise sales organization.
Demonstrated experience in: Driving sales planning, execution governance, forecasting, pipeline management, and performance management through data-driven insights and operational rigor.
Leading field execution rhythms and connecting corporate strategy to frontline sales outcomes.
Identifying and removing blockers that accelerate customer opportunities, sales velocity, and business performance.
Influencing senior sales leaders and cross-functional stakeholders without direct authority.
3+ years of experience selling, supporting, or driving business outcomes for Microsoft Cloud or other public cloud platforms, including Azure, AWS, or Google Cloud, with working knowledge of cloud infrastructure, data, AI, application modernization, and platform services.
8+ years of cloud-focused sales, sales excellence, segment leadership, or GTM leadership experience in a complex, matrixed enterprise environment.
Proven track record of: Driving demand generation, pipeline creation, opportunity progression, and revenue outcomes.
Coaching sales teams and accelerating strategic customer opportunities.
Leading executive-level business reviews, performance discussions, and sales accountability motions.
Mobilizing corporate, engineering, partner, and field resources to remove blockers and advance customer outcomes.
Proficient understanding of: Enterprise cloud platforms and competitive positioning, including Microsoft, AWS, and Google Cloud.
Data, analytics, AI, application modernization, and infrastructure solution areas.
Partner ecosystems and leveraging partner capabilities to accelerate customer success and business growth.

Responsibilities

Drives the rhythm of connection (RoC) with regional CSA/COE peers, ENT and SME&C OUs, corporate integrated marketing teams, corporate event architecture and production teams, and E&E teams to ensure alignment and adoption of E&E strategies and messaging.
Maintains and reviews marketing-related spending against cascaded budget within +/- 1%.
Reviews any marketing budget or spend management governance, while leveraging operational excellence tooling and AI planning solutions (e.g. Marketing Planning Tool, Budget Planning Tool).
Ensures campaign delivery (including events) is consistent with marketing plan and is progressing appropriately.
Executes standardized, scalable, compliant, and efficient marketing execution by leveraging global capabilities, engines, and tools via Marketing Service Central (MSC) in partnership with E&E stakeholders.
Contributes to the development of strategic responses to specific market strengths, weaknesses, opportunities, threats, and/or trends.
Drives coordinating all active Marketing agency partnerships, workflows and performance reviews throughout the fiscal year.
Proactively seeks and identifies use cases for innovation, partnering with E&E and Corporate on MarTech developments, and ensuring impactful implementation.
Delivers and optimizes marketing plan based on insights and local market knowledge.
Interprets and provides recommendations for reports and analyses of customer metrics for their impact on the local market.
Leverages corporate customer targeting, segmentation tools and various metrics to provide recommendations to continually update and improve on customer experiences (e.g., optimize segments, spend, performance, improve digital channels).
Aligns end-to-end marketing plan with critical company focuses such as privacy, accessibility, and compliance, as well as regional market nuances and priorities (e.g. public sector, cloud sovereignty).
Proactively collaborates with local sales and GTM teams to increase visibility and execution of local marketing plan.
Collaborates cross functionally with GTM to accelerate pipeline outcomes as the result of an event or activity.
Proactively supports Sales Enablement to ensure seller engagement in demand generation as well as activity follow-up and signal conversion.
Lands local events that are aligned to the global-event framework, leveraging appropriate target lists and digital tools.
Leverages AI-driven tools and collaborates across teams to develop, interpret, and act on marketing strategies and insights that drive measurable business outcomes.
Incorporates inclusive marketing and accessibility principles, best practices, and tools in the execution of marketing initiatives.
Drives plans and strategies for integrated marketing plans aligned to targeted business outcomes and marketing engagement goals across business areas, and both leverages and documents the approved marketing plans of record in the marketing planning tool (MPT).
Partners with regional and/or local teams including, but not limited to Regional Integrated Marketing Managers, Customer Solution Area (CSA) Leads, Go-To-Market (GTM) Managers, Sales, Communications, Finance, Business Operations, and Marketing centers of excellence (CoEs) to establish the appropriate marketing plan.
Aligns to prioritized solution plays and leverages regionally and/or globally available programs.
Ensures local marketing plan leverages Global Marketing Engines & Experiences (E&E), corporate integrated marketing teams, corporate event architecture and production strategy, execution frameworks, and marketing technology (MarTech) capabilities to drive business priorities (e.g., customer adds, lead generation) via local marketing engines (e.g., digital, social, email, events).
Aligns marketing tactics to marketing objectives (e.g., acquisition, nurture, re-engagement) and relevant metrics.
Collaborates with GDC E&E teams, corporate integrated marketing teams, corporate event architecture and production teams, regional peers and area stakeholders to CSA and Enterprise (ENT) and Small and Medium Enterprises and Corporate (SME&C) operating units (OUs) to align Marketing plans to E&E strategy, capabilities, and engines.
Gathers and shares back internal and external feedback about the quality of the plan.
Proactively advocates for E&E and Corporate integrated marketing plans, ensuring stakeholders understand the value delivered globally and locally.
Plans and executes in alignment with regional marketing frameworks, while empowering local adaptation.
Develops and uses playbooks, and shares best practices across areas.
Drives informing, optimizing, managing, and potentially planning marketing budgets, ensuring 100% compliance across all stages of budget management.
Analyzes marketing performance and marketing spend reports, to identify and share insights that may affect marketing and business-planning decision making through a regular rhythm of business (ROB) of reporting and business review meetings.
Ensures that operating unit teams and leadership understand the impact that Marketing is having in their business.
Maintains a deep understanding of the context and needs of group-specific stakeholders, and proactively ties business context to key performance indicators (KPIs).
Provides data-driven insights leveraging available E&E tools and dashboards to optimize marketing strategy and delivery.
Takes action based on insights from corporate data, local market qualitative and quantitative feedback.
Proactively connects marketing activities to sales pipeline, customer mindshare, and business outcomes.
Connects data insights with deep knowledge of local market trends, using available E&E tools, dashboards, and local market insights to inform decisions and optimize strategy.
Promotes local adoption and usage of global available tools and processes.
Drives consistent feedback loops within the region on E&E analytical tools or dashboards, and ensures consistent communication stream with E&E stakeholders.
Partners with the E&E team to create and improve tools if additional needs are uncovered.
Partners with GTM to define target accounts and to ensure a post event/activity enablement plan is in place to drive business outcomes.
Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
Model: Live our culture. Embody our values. Practice our leadership principles.
Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn.
Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.
Embody our Culture and Values