Go-To-Market Director, Cloud & AI Platform Programs

Microsoft • ,

8d • $130,900 - $272,300

About The Position

The Go-To-Market Director, Cloud & AI Platform (CAIP) Programs is an individual contributor on Microsoft’s Sales Enablement & Operations CAIP Programs team. The role is responsible for landing, operationalizing, and scaling priority CAIP programs across the Americas, serving as a program subject matter expert, connecting global and field stakeholders, and driving insights, orchestration, and execution excellence. The director translates business priorities into clear field motions, identifies opportunities and blockers, and helps deliver customer and business outcomes.

The role works across regions and subsidiaries with field sales, customer success, partners, marketing, operations, worldwide program teams, and other stakeholders. It requires broad knowledge of Microsoft commercial priorities, CAIP go-to-market motions, sales processes, field needs, and customer outcomes, as well as the ability to create clarity amid ambiguity, build strong partnerships, and drive measurable impact.

Requirements

• At least 8 years of marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
• At least 8 years of experience managing or expanding a product, solution, or program portfolio and driving demand generation, pipeline acceleration, usage, or adoption outcomes within a complex multinational or matrixed organization.
• Knowledge of business processes, sales cycles, sales execution rhythms, pipeline management, and financial forecasting.
• Experience effecting change, driving business strategy, improving processes, and promoting programs across a broad stakeholder ecosystem.
• Consistent project management, time management, executive communication, and stakeholder management skills.
• A track record of consistently meeting or exceeding established goals.
• Customer focus, strategic thinking, analytical strength, and ability to balance global consistency with local market needs.
• Ability to translate business strategy into field actions, enablement, marketing, sales motions, and change-management initiatives that drive impact at scale.
• Business judgment across sales, marketing, finance, operations, strategy, and customer success, including the ability to navigate complex business challenges.
• Analytical thinking, insight generation, and data-driven decision-making skills, including the ability to turn data and insights into actionable recommendations.
• Structured problem-solving and execution skills, including the ability to unblock challenges, improve processes, and address complex customer and field needs in fast-paced, ambiguous environments.
• Ability to build valued business partnerships and drive results through cross-functional orchestration, stakeholder engagement, and collaboration in a complex matrixed organization.
• Ability to execute inclusively and at scale, demonstrating self-awareness, adaptability, inclusive collaboration, and commitment to Microsoft values.

Nice To Haves

• 12 or more years of marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
• Bachelor’s degree in Business, Marketing, Computer Science, or a related field, or equivalent experience.
• Field sales or field-facing program experience.

Responsibilities

• Serve as the Americas subject matter expert for assigned CAIP program motions, supporting field teams and liaising with worldwide program teams.
• Partner with worldwide counterparts to identify market trends, share field insights and best practices, and influence program design based on Americas customer and seller needs.
• Engage cross-functional stakeholders across sales enablement and operations, sales, customer success, partners, marketing, support, operations, and sales excellence to align execution and improve program outcomes.
• Translate strategy into execution plans, seller guidance, enablement motions, and measurable success criteria.
• Partner with Areas and Regions to identify growth opportunities, develop execution plans, and connect priority programs to revenue, usage, pipeline, and customer success outcomes.
• Align and influence field teams, sales operations, marketing plans, business rhythms, and change management to turn strategic priorities into local execution.
• Surface business insights, risks, blockers, and opportunities to product, segment, and field go-to-market stakeholders, using data to guide actions.
• Support Americas business cadences, including scrum calls, business reviews, executive updates, and community learning days.
• Monitor performance metrics, assess progress against success criteria, and recommend actions to improve program effectiveness and sustainable growth.
• Develop and land go-to-market plans with sales, customer success, partner, marketing, consulting, and operations teams.
• Align solution plays, scale programs, investments, and enablement with Area capabilities and business priorities.
• Use global best practices and local field feedback to improve program landing, adoption, and repeatability.
• Contribute to cross-functional teams and strategic initiatives beyond direct program ownership when needed to drive broader Americas impact.
• Create clarity in ambiguous or fast-changing environments by building shared understanding, framing decisions, and establishing a course of action.
• Build trust, influence without authority, and pursue outcomes that benefit customers, the field, and Microsoft.
• Share best practices, learn from others, contribute to an inclusive and high-performing team culture, and handle confidential information with discretion.

Benefits

• The posting states that certain roles may be eligible for benefits and other compensation, with additional information available through Microsoft’s careers pay and benefits page.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed