Senior Go-To-Market Manager, Cloud & AI Platforms

Microsoft • ,

3d • $106,400 - $222,600

About The Position

The Senior Go-To-Market Manager, Cloud & AI Platforms (Segment Lead) is a trusted business partner to assigned Operating Units (OUs), owning the Cloud & AI Platforms execution story for the segment from planning through pipeline to results. The role connects Corporate, Product GTM, Program GTM, Engineering, EPS, Customer Solution Areas (CSAs), and STU/CSU field teams to turn strategic priorities into field action. It uses business insights, pipeline analytics, and field feedback to identify growth opportunities and risks, drive appropriate sales motions, and scale successful practices across the segment.

The manager translates Cloud & AI Platforms priorities into segment plans, leads the segment rhythm of business, improves pipeline discipline, accelerates strategic opportunities, and delivers executive-ready insights tied to business outcomes. The role also coaches sellers and managers, scales field-tested practices, and coordinates cross-functional resources to advance customer outcomes. Microsoft describes its mission as empowering every person and organization to achieve more and emphasizes growth mindset, innovation, collaboration, respect, integrity, accountability, and inclusion.

Requirements

• At least 5 years of experience in marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work.
• Demonstrated ability to drive sales planning, execution governance, forecasting, pipeline management, and performance management using data-driven insights and operational rigor.
• Experience leading field execution rhythms and connecting corporate strategy to frontline sales outcomes.
• Experience identifying and removing blockers to accelerate customer opportunities, sales velocity, and business performance.
• Ability to influence senior sales leaders and cross-functional stakeholders without direct authority.

Nice To Haves

• At least 4 years of Enterprise Cloud Sales, Segment Leadership, SSP, or Go-To-Market leadership experience, with direct responsibility for business performance, sales execution, pipeline acceleration, and field accountability across a large enterprise sales organization.
• At least 3 years of experience selling, supporting, or driving business outcomes for Microsoft Cloud or other public cloud platforms, including Azure, AWS, or Google Cloud.
• Working knowledge of cloud infrastructure, data, AI, application modernization, and platform services.
• At least 7 years of cloud-focused sales, sales excellence, segment leadership, or GTM leadership experience in a complex, matrixed enterprise environment.
• Track record of driving demand generation, pipeline creation, opportunity progression, and revenue outcomes.
• Track record of coaching sales teams and accelerating strategic customer opportunities.
• Track record of leading executive-level business reviews, performance discussions, and sales accountability motions.
• Track record of 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.
• Proficient understanding of data, analytics, AI, application modernization, and infrastructure solution areas.
• Proficient understanding of partner ecosystems and how to leverage partner capabilities to accelerate customer success and business growth.

Responsibilities

• Translate Cloud & AI Platforms priorities and solution plays into an actionable segment plan aligned with OU goals, industry needs, and field capacity.
• Partner with OU leadership, CSA leads, and Product GTM to establish priorities, targets, and focus accounts.
• Identify market trends, competitive dynamics, and whitespace, and recommend where to invest time, programs, and resources.
• Own the segment rhythm of business, including pipeline reviews, forecast calls, business reviews, and leadership readouts, with clear actions, owners, and follow-through.
• Drive pipeline hygiene, velocity, stage progression, conversion, and forecast accuracy across Azure and Cloud & AI workloads.
• Surface and escalate blockers, risks, and requests to the appropriate Corporate, Engineering, or field leaders, and drive them toward resolution.
• Maintain a rhythm of connection between field and Corporate teams so field feedback informs Corporate decisions and priorities reach the field.
• Work with STU/CSU leaders and sellers to accelerate priority opportunities, unblock deals, and secure commitments.
• Coach strategic and at-risk opportunities, involving specialists, engineering, partners, and programs as appropriate.
• Activate growth motions such as migration, AI design wins, consumption acceleration, and investment programs, and help sellers use them.
• Partner with Marketing and Sales Enablement to turn events, campaigns, and signals into qualified pipeline with follow-up plans for target accounts.
• Use performance dashboards, pipeline data, and AI-driven tools to produce executive-ready insights for OU and Cloud & AI leadership.
• Connect activities to pipeline, consumption, wins, and revenue outcomes, and combine quantitative data with field feedback to guide decisions and improve performance.
• Promote adoption of global tools, processes, and reporting, and communicate field needs to Corporate and Engineering.
• Coach sellers and managers on customer conversations, deal strategy, and execution.
• Capture wins, field-tested plays, and lessons learned and turn them into playbooks shared across OUs and segment peers.
• Recognize successes and the people behind them to build field momentum and engagement.
• Serve as the segment's connection point across Corporate, Product and Program GTM, Engineering, EPS, ABS, Marketing, Finance, and Business Operations.
• Bring experts and resources into customer engagements and keep teams aligned on priorities and outcomes.
• Contribute the segment's field perspective to strategy and program design in planning forums and leadership discussions.

Benefits

• Certain roles may be eligible for benefits and other compensation; additional benefits and pay information is available through Microsoft's careers website.

What This Job Offers

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